Skip to main content

Full text of "The Hudson Triangle"

See other formats

This is a digital copy of a book that was preserved for generations on library shelves before it was carefully scanned by Google as part of a project 
to make the world's books discoverable online. 

It has survived long enough for the copyright to expire and the book to enter the public domain. A public domain book is one that was never subject 
to copyright or whose legal copyright term has expired. Whether a book is in the public domain may vary country to country. Public domain books 
are our gateways to the past, representing a wealth of history, culture and knowledge that's often difficult to discover. 

Marks, notations and other marginalia present in the original volume will appear in this file - a reminder of this book's long journey from the 
publisher to a library and finally to you. 

Usage guidelines 

Google is proud to partner with libraries to digitize public domain materials and make them widely accessible. Public domain books belong to the 
public and we are merely their custodians. Nevertheless, this work is expensive, so in order to keep providing this resource, we have taken steps to 
prevent abuse by commercial parties, including placing technical restrictions on automated querying. 

We also ask that you: 

+ Make non- commercial use of the files We designed Google Book Search for use by individuals, and we request that you use these files for 
personal, non-commercial purposes. 

+ Refrain from automated querying Do not send automated queries of any sort to Google's system: If you are conducting research on machine 
translation, optical character recognition or other areas where access to a large amount of text is helpful, please contact us. We encourage the 
use of public domain materials for these purposes and may be able to help. 

+ Maintain attribution The Google "watermark" you see on each file is essential for informing people about this project and helping them find 
additional materials through Google Book Search. Please do not remove it. 

+ Keep it legal Whatever your use, remember that you are responsible for ensuring that what you are doing is legal. Do not assume that just 
because we believe a book is in the public domain for users in the United States, that the work is also in the public domain for users in other 
countries. Whether a book is still in copyright varies from country to country, and we can't offer guidance on whether any specific use of 
any specific book is allowed. Please do not assume that a book's appearance in Google Book Search means it can be used in any manner 
anywhere in the world. Copyright infringement liability can be quite severe. 

About Google Book Search 

Google's mission is to organize the world's information and to make it universally accessible and useful. Google Book Search helps readers 
discover the world's books while helping authors and publishers reach new audiences. You can search through the full text of this book on the web 

at http : //books . qooqle . com/| 

Digitized by 


Digitized by 


Digitized by 


Digitized by 



Digitized by 



Maybe It's Only Near-Stone! 



a REAL STONE wall is somewhat of an obstacle. 
We all have had the experience of seeing our path barred by what — in the distance — 
appeared to be a high and wide and thick stone wall. Only to find on reaching it that it was merely 
a phantom. Or at best it turned out to be only near-stone and it crumbled at a vigorous onslaught. 

Do you remember how, as a boy, you shivered and shook when you saw a ghostly white shape 
in your room at night, and were much reassured to find it was only your night-shirt hanging on the 
hook on the door? 

Men are but children of a larger growth. We howl before we are hurt. 

We are like the man who said : "I'm an old man, and have had many, many troubles 

Most of which never happened." 

Men write the TRIANGLE exclaiming over 
some wonderful sale they have made. And nine 
times out of ten it has been to a man "they never 
dreamed" would buy a Six. Or they describe 
some startling good luck they have had with a 
prospect that "everyone said couldn't be sold any 


They are amazed to find how easy it proved to 
be. How the fancied difficulty dissolved into 
thin air when they faced it, resolutely. 

All of which emphasizes the foolishness also of 
hastily judging some plan or policy that when 
tried and tested proves its value. 

A wise man said to another who declared that 
a certain thing was "impossible." "Of course it's 
impossible. That's just why we must watch out 
or some damn fool will come along and do it right 
before our eyes!" 

Many jeered at Stephenson when he equipped 
a steam-engine with wheels, and put it on rails. 

"It will never work," they declared. But it did! 

The world hooted at the idea of speaking along 
a wire. "The thing is impossible! It can't be 
done." they cried. Yet, today, we don't think 
the telephone very remarkable. 

An iron ship, it was said, would never float; 
and a heavier than air machine could not fly — but 
they both did the unexpected. 

"Snap" judgments are very apt to be faulty. 
Hasty criticisms frequently turn out to be incor- 

So, when what appear at first sight to be insur- 
mountable obstacles present themselves, remember 
that they may be mere phantoms of your own 

'When a sensational plan or a startling policy 
strikes you as ill-advised or unworkable, bear in 
mind that most of the things that were (suppos- 
edly) "impossible" are being done today. 

And when you butt up against what looks like 
a high and wide and thick stone wall, comfort 
yourself with the thought that maybe it's only 
near-stone after all. 



University o f M ichigan 



I Good Booster, Good Car, Good Trip 

fZTND here it W. M. Starnes, 
\ 1 of Nashville, Tenn., own- 
erot this natty Hudson SIX 54. 
And hit friend., W. F. Stockell 
and L. S. Frazer in the tonneau. 
The bunch is on its way to the 
races at Indianapolis. The dis- 
tance of 068 miles was covered 
in fine. style over some bad roads, 
and yet without the least trouble, 
no^cvcn a puncture. An average 
11 to 12 miles per gallon of 
'gasoline was maintained. The 
motor missed not a single ex- 
plosion. Between Louisville and 
Nashville, a distance of 210 
miles, only Yl gallon of lubri- 
cating oil was used. 



Caught By the Hudson 54 


^^^^ HE sheriff of Summitt County, Ohio, in 
f J which the city of Akron is located, says 
^^^/ that the Hudson 54 six-cylinder car is the 
speediest automobile in the county and in the city 
of Akron. 

The Police Department and the Sheriff's De- 
partment have been much annoyed lately by re- 
peated violations of the speed ordinances on a 
certain road leading into the city. On this road 
are a number of hotels and road houses that are 
much frequented by motor-cyclists and these riders 
have the habit of tearing into Akron at all hours 
of the morning and at the limit of speed of their 
rapid machines. 

Numerous efforts have been made by the sheriff 
to overhaul these violators of the speed laws and 
to stop the practice which has resulted in a num- 
ber of serious accidents. Until recently he has 
not been able, howover, to successfully cope 
with the tremendous speed of the motorcycles. 

He discovered in some way that Big Family 
Representative Jones of Akron, had in his sales- 
room some six cylinder HuDSONS and got in 
touch with Mr. Jones and suggested that if he 
could gel speed enough out of the Hudson Six 
to overtake these 65 and 70-mile an hour motor 
cyclists that he would feel under obligations to 

Jones was nothing loath to try the speed of the 
Six under the protection of the sheriff and ac- 
cordingly an expedition was planned one night 

Mr. Jones drove a Hudson Six, and the 
sheriff and other officers rode with him. 



To make a long story short they were posted 
on a secluded road by the side of the highway 
along which motor-cyclists were in the habit of 
speeding and during the course of one night the 
Hudson Six overtook and assisted in the cap- 
ture of no less than 18 of the fastest motor- 
cyclists in the county. 

When it is remembered that the motor-cyclists 
had a flying start and that it was necessary to 
turn the Six into the road and get up speed after 
the riders of the two-wheeled vehicles had passed, 
it will be seen that the feat was no easy one. 
However, there was not a motor-cycle that passed 
along the road that night that the Hudson Six 
did not overtake. The sheriff succeeded in put- 
ting the bracelets, metaphorically speaking, on the 
wrists of 18 of the violators of the speed laws, and 
he credits his success, over which he is jubilant, 
to the speed Mr. Jones was able to get out of 
the Hudson Six demonstrator. 

It is not often that the speed of the "54" is 
tried on the open road under the protection of 
the police, and this goes to demonstrate that when 
the coast is clear and the road is good, and the 
policeman sits on the seat beside the driver, that 
the Six is capable of catching anything that runs 
on wheels. 

Jones says that there were frequently times 
when the speedometer hand was bumped up solid 
against the 60-mile mark, and he does not know 
how much higher than that it went, but he is con- 
fident that in nearly every case they were making 
better than 65 miles an hour. 




And He Drives a Hudson Six 




It is natural that the governor of Florida, Park 
Trammell, should be an ardent motorist, for 
Florida, with its delightful climate, gorgeous 
scenery, miles of scenic roads and innumerable 
places of historic interest, is a state with an ap- 
peal, an appeal that cannot be answered satis- 
factorily unless you respond with a motor car. 
Because Governor Trammell is a booster for 

Florida, he is an enthusiastic motorist. Because 
he is an enthusiastic motorist, he favors good 
road legislation and works in the interests of 
modern Ponce de Leons who explore with gaso- 
line and oil instead of with galleon and sword. 
Governor Trammell also is very democratic, and 
for that reason prefers to sit in the driver's seat 
instead of in the tonneau. — Molor Age. 

Incidentally, Motor Age might have added that 
Governor Trammell proves that he's a level- 
headed executive by driving a Hudson 54. 

Don't Apologize for the HUDSON; 
It Doesn't Need It 


uccess Is Secured By 




Playing the "Shut-Out" | 


XN several places the Hudson Hustlers 
have worked the "shut-out" game on our 
old friends the **X" and "Y" cars. 

One of these points is North Yakima, Wash- 
ington, where the hustling Schneider has trimmed 
the other fellows to a goose egg. Not a single 
"X" or "Y" car has been sold in his territory 
this season. 

Another is Suffolk, Virginia. Milton T. 
Elliott of the Elliott Motor Company writes the 
Triangle that no "X" or **Y" car has dared 
show its radiator cap in his territory this season. 


E. A. Lederman, of Utica, N. Y. (on left) 
and E. M. Ailing, of Rochester, N. Y. 
(on right). 

L. E. Lam- 
bert, of Lam- 
bert Auto 
Co., of Balti- 
more, Md. 

A fine repre- 
sentative in 
a splendid 









*J^\ HE distinction of piloting an automobile to a point where a car never 
^^ has been driven before is one that rarely comes to the motorist now- 
adays, but George W. Jiminez, of the Hudson motor car agency at Los 
Angeles, achieved this feat recently when he drove a HUDSON Six 54 

inez. "The car was the first to go over the road 
without carburetor trouble. The town of Wil- 
liams has an altitude of 5000 feet and the rim 
of the canyon is 7500 feet in height. The 
lessened air pressure has hitherto invariably 
caused motorists much carburetor trouble. At 
Flagstaff, at the shops of Babbitt Bros., A. M. 
Gardner, who is the oldest automobile expert in 
the state, asked me if I did not want to readjust 
the carburetor before starting on the climb. I 
told him the carburetor on the Hudson did not 
require adjustment for varying altitudes. He was 
rather skeptical, but on my return from the trip 
with the adjustment the same he gave me a writ- 
ten, .toUm^nt t«. »U_ ~&~.t »k_» »~ l:. l_~...i»j_~. 

uyci uic i«i nail uiuc ui iuau icauiug vj uic 

head of Bright Angel, because of the steepness 
of the road and its proximity to the fearful brink 
of the canyon, but Sheriff Robinson was so im- 
pressed by the way in which the Hudson had 

uic UICU.11111C iv uc ui ivcii up uic iosi nan uuic 

of road, where it was halted for a picture 10 

feet from the edge of a precipice 4500 feet deep. 

"The Hudson Six achieved an even more 

unique record than this on the trip," said Jim- 

| New Order Blanks Ready for Distribution 

OO you want a supply of order blanks for 
the new cars? 
If so fill out and mail the attached coupon 
and they will be sent you. 

It costs us a great deal of money every year 
for forms of this description. We are very glad 
to print these and furnish them to Hudson 
dealers; but we do not want to send them out 

where they are not used. This is a useless ex- 
pense to us. And it does not help the dealer. 

So if you can use these order blanks, and 
would like to have us send you a supply simply 
tell us so and we will gladly accommodate you. 

But dont ask for them unless you wish to use 


Hudson Motor Car Company, 
Detroit, Michigan. 

Please mail me supply of the new order blanks, as stated in the Triangle, and oblige. 



(City) (State) 

54. The prospect balked on the Six. Then the 
salesman tackled him with a 37. Still no re- 
sults. Then he drove back the 40 miles, got a 
slightly used Four, went back to the man, stayed 
to dinner, stayed the evening, stayed all night, 
waited until after dinner the next day (Sunday) 
and came away with a check in his pocket. That's 
what might be called perseverance. 

Then there's a bright young man by the name 
of Ordway, down in Boston. He's away on a 
well-earned vacation just now, so he likely won't 
see this. He sold 7 Sixes in two days last month. 
And a total of 16 cars in a little less than two 

Certainly 1 It is a good territory; but remem- 
ber, too, that there's about forty times as much 
competition there as in your little burg. That 
makes a difference! 

C. E. Wright, of Norfolk, saw a great light 
after he had visited among the factory people 
for a day or two. He is now so full of **pep" 
about the Hudson car that he can't see any 
other. Which is why he has dropped a page 
out of his selling book and now sells only 
Hudsons. Mr. Wright is one of the Hudson 
distributors that is being watched with a good 
deal of interest at the factory. He's liable to 
set a very hot pace the coming season. 

Digitized by 



Yj^iERFAJY a phantom! Unreal! Nothing but "hot air!" That is what some prospects turn out 
V< to be. Yet how much time has been spent on them. How many hours of work have been put in 
on them. What an amount of energy and enthusiasm has gone to waste. 

There is a way to avoid this. A way to conserve a salesman's selling power and perseverance. A 
means of increasing sales production. 

One of the most valued members of a great advertising organization is famous for the fact that every 
account he secures passes the credit man. And some have wondered at his extraordinary "luck." 

Don't Follow a Will o' the Wisp ! 

Avoid the prospect mirage. Steer clear of the phantom 
buyer. Look out for the purveyor of hot air. 

Before you put in any time on a prospect do a little 
"gum shoe*' work. Be certain that there is a bank-book. 
That the safe has in it a money sack. Don't chase the end 
of the rainbow looking for the pot of gold. 

It is true that there are occasions where investigation is 
impossible. Where a man may drop into the salesroom 
and has to be shown the car and solicited for his order 
without there being any opportunity for finding out who or 
what manner of man he is. 

Yet on the whole, a majority of prospects can be "looked 
up" before much time is spent on them. Most possible 
customers are secured in such a way that this is compara- 
tively easy. 

Salesmen will discover that they will have a greater 
number of productive hours if they will spend a sufficient 
amount of their time in looking for the prospect's money 
box before they talk car. At first it may seem like wasted 
time, but it will soon prove its economy. 

Steer clear of the "prospect mirage." 

, ^'Jlllillllllli™ 

Yet it isn't luck at all. It is merely his excellent way 
of working on realities and not on "mirages." He never 
solicits an account, never takes the trouble to visit a pros- 
pect until he has abundantly satisfied himself of the pros- 
pect's financial standing and ability to pay for what he has 
to sell him. 

He First Looks for the Bank Roll! 

Thus all his work is productive. When he lands an 
order it is worth while. He wastes no time on a mirage. 

This system can be splendidly applied to selling motor- 
cars. And will avoid much loss of time and energy. 

Too often does a salesman find, after much time spent in 
hunting and soliciting a prospect that there is no money in 
the bank; that the man couldn't buy a HUDSON if he 
wanted to. 

He has been given the best that the salesman has in the 
way of time and explanation about the car. He has been 
taken for demonstrating trips. He and his family have 
enjoyed many "joy" rides. To end up by his saying that 
he hasn't the money, and cannot afford to buy a HUDSON. 
He is only a possibility for a car of very moderate price; 
often not a prospect for any car. 

Read "Four Steps in Selling, " Page 3 







m iiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiniiiiiiiiiiiy 


f ^NEWSPAPER is edited and printed to suit, as far as it can, the needs 
^ \ of ALL its subscribers and readers. The man who looks first at the 
market reports page may never see what is printed about the ball 
game of the day previous. The person interested in the Balkan war may 
skip the story of local politics. The busy business man who seeks relaxa- 
tion in the "comics" may have no use whatever for the details of a mis- 
sionary convention. 

The Triangle must follow pretty much the plan of a newspaper. 

It goes to many men of diverse minds, dif- 
ferent conditions, various needs. 

One dealer is giving service that is above criti- 
cism. HE has only a passing interest in an 
article that may be meat and drink to some other 
dealer who is hungry for just such information. 

A small dealer, handling a few cars, has none 
of the salesmen problems that confront his brother 
in the big metropolis who must sell, and employ 
many men to sell, his hundreds of cars annually. 

The man of the serious turn of mind doesn't 
care for the jokes and josh. While the man 
who likes some Tabasco with his solid reading 
thinks them the best part of the paper. 

Some men profit by a story or an article that 
makes little or no impression on others. Just 
as some people grow fat by drinking water and 
other drink it to reduce flesh. 

There's a good reason for everything that is 
printed in this little weekly "talk" with our 
friends. YOU may not always recognize this 
reason. But there may be others who read 
between the lines and get the message. 

So don't expect that everything is going to 
always fit your individual circumstances. That 
would be an impossibility, especially in a pub- 
lication that goes to several thousand readers 
each week. 

Read it all. And absorb and assimilate just 
those ideas that suit YOUR needs; that teach 
something that will benefit YOU. Bearing in 
mind that things that are of little value to you 
may be eagerly read and studied by a brother 

It's a heap sight easier to criticise than it is 
to take the other fellow's place and do it your- 
self 1 


Do You Handle the Prospect, or Does the Prospect Handle You? 


H. W. Lovell and Mrs. Lovell 
in Their Hudson Six 

Taken in front of factory at Detroit on 
the occasion of a recent visit. 

Garage and Salesrooms of 

the New York Sales Company 

at Binghamton, N. Y. 

Founded by H. W. Lovell. This 
thoroughly modern and business-like 
establishment is a credit to its owners and 
to the Big Family. There is no question 
that a really first-class and well-kept place 
of business will pay for itself in a very 
short time. To say that one "cannot 
afford" a good garage and salesroom is 
to admit that the subject has never been 
very closely investigated. 

I How the Hudson Appeals I 
| to a New Member of 1 
1 the Big Family 1 

^jnumnninmiTnininiimimimiiii .iiif'.n ^; i:,!' ,!; ., n.iiiniiiii!!! ii!!ui!iiii:ii:!in] MMff?^. 

©URTON O. GAMBLE, of the Gamble 
Motor Car Company, of Toledo, Ohio, 

has recently joined the Big Family, 
distributor for Northwestern Ohio. 

Mr. Gamble 
here tells why 
he selected the 
Hudson line. 
These are good 
reasons. They 
should be di- 
gested by all 
dealers interest- 
ed in the Hud- 

In speaking 
of the new line, 
Mr. Gamble 
said : "I con- 
sider the Hud- 
son cars as high 
a quality prop- 
osition as there 
is offered in 

He will be 

of Gamble Motor Car 
Co., Toledo, Ohio, Who 
Picks the Hudson as the 
Winner for the Coming 

motordom. Be- 
fore I signed the contract for the agency I made 
a thorough investigation of the different machines 
offered and I could find none in its price class 
to anywhere near equal it. 

"In the comparisons I made I found many 
of the features on the Hudson that are used on 
cars that sell at double its price. I have been 
in the automobile business since its inception 
and I thought I knew the quality of all the 
cars on the market but I was truly surprised 
to see the high-grade workmanship and the care- 
fully selected materials that go into the makeup 
of the Hudson cars. 

"This quality has been a wonderful factor 
in the Hudson growth, for today the Hudson 
is being sold to the most particular and exclusive 
motorists of the country. When I am among 
associates in business, especially men who head 
the larger industries I hear them speak of the 
Hudson as a car in the class with the highest 
priced machines. In fact, its name is seldom 
associated with any other class of car. 

"From all I can learn from the output estimates 
of the various plants, the Hudson Motor Car 
Company is the largest builders in the world of 
six cylinder automobiles.** 


uiyiiiztMj uy 



\^*A* into 

^HERE are four steps in every sale. No 
takes place without these entering 
into it: 

First — Attracting Attention. 

Second — Arousing Interest. 

Third — Exciting Desire. 

Fourth — Inducing Action. 

It makes no difference how small or how large 
the transaction, these steps will be discovered to 
be present. Sometimes one or the other is pro- 
longed out of proportion to the others. Each 
does not always occupy the same prominence or 
length of time as do the others. 

In the selling of a motor-car, the first and 
second steps occupy relatively small importance 
as regards cars in general. Practically everyone 
is attracted by the automobile, and all who have 
any possibility of ever owning a car are in- 

The case is different, however, where a certain 
car is in question. While all may be interested 
in motor-cars, it does not necessarily follow that 
they are all interested in the Hudson car. 

And attention may be attracted to a car, but 
such attention may be of an unfavorable nature. 
Favorable attention is the only kind that is of 
value in a selling series. 


Innumerable devices are used to attract fa- 
vorable attention to automobiles. In selling the 
Hudson it has been found that the most pro- 
ductive method, aside from the satisfaction of 
owners, was to advertise the car Nationally and 
Locally in a liberal way. To this policy, is 
due, in large measure, the rapid rise of the car 
to its present wide use and popularity. Com- 
petitors who have been less liberal in their ad- 
vertising expenditures have fallen behind, or 
have at least not progressed as fast as has the 

Occasionally "stunts" have been used as at- 
tention attractors. A Hudson 54 is now en 
route from New York to Minneapolis accom- 
panying Weston, the famous long distance walker. 
But the car has never been featured by a racing 
team or by any prolonged system of official en- 
durance runs or things of this sort that have 
been so vigorously used by other makers. 

Local advertising supplements the large Na- 
tional expenditures. This links up the Nation- 
wide advertising with the dealer's own territory. 
This is a necessity where a dealer wishes to get 
the best and largest trade in his locality. Some 
business doubtless can be had without local news- 
paper advertising. But a great deal more can be 
had if local advertising is properly used. 


To attract favorable attention to the Hudson 
car is almost at the same time to arouse interest. 
For the car has always been so spectacular in 
its advantages over other cars that it inevitably 

The price of the car is a great interest pro- 
ducer. Men read the advertising and their at- 
tention is attracted by the beauty and impressive- 
ness of the car. When they see the remarkably 
low price at which this unusual car can be se- 
cured, their interest is at once aroused. To be 
able to buy a car of such advanced engineering 
ideas, and of such unusual beauty and comfort 
at a price almost 50% less than that of other 
cars of about its quality, is a striking revelation. 

The size and power of the Hudson models has 
always been such as appealed to the average 
buyer. The car is not too large nor is it too 

The price is high enough to assure the buyer 
that the car will be a good one, with every ad- 

vantage of material and method incorporated. 
Yet it is sufficiently low that the largest possible 
number of prospects in the moderate priced class 
feel that the car is within their reach. 

It is difficult to interest a person in something 
the price of which is beyond their reach. 

The beauty and style of the car appeals. The 
comfort of its ample size and shape attracts. 
The conviction of its ease of handling and of 
its large margin of safety never fails to arouse 


Having had the attention attracted by reading 
the advertising of the Hudson. And interest 
aroused by its beauty, size and price. It is but 
a short step to the point where the desire to own 
the car is excited. 

Here the salesman comes into active contact 
with his prospect. He may not have seen him 
before this step. It may be only here that the 
prospect makes himself known. His interest 
usually induces him to visit the dealer's salesroom 
to see the car. 

It is then the business of the salesman so to 
use his art that he will fan into activity a desire 
to possses the car. He usually has an easier 
task in the case of a deliberate caller than where 
he must go out and "dig up" a prospect. Be- 
cause it is apparent in this case that the caller 
either has been sent in by a friend who owns a 
Hudson, or has seen and read the advertising. 

Thus a certain amount of the work already 
has been done. 

It is the salesman's object to create in the 
prospect's mind the belief that the Hudson is a 
better car than others in which he may have been 
partially or equally interested. Or if he has 
not looked at other cars then so to develop the 
attention and interest already in the prospect's 
mind that it shall lead him to decide on the 
Hudson without investigating other cars. 


Closely connected with the exciting of desire 
to own the car is the inducing of action in carry- 
ing out that desire. It is presumed that the pros- 
pect is not a "mirage," but is financially able to 
purchase a car. 

All the resources of the salesman will be 
called into service in producing action out of 
attention, interest and desire. He will find use 
for every form and variety of salesmanship in 
handling the differing personalities that will come 
before him. 

And unless he can crystallize into action the 
previous more or less unformed impressions and 
desires, no sale results, and all previous effort 
is lost. 

He must not allow the prospect's interest to 
lag, or his desire to ooze away. Every day and 
every hour of delay means danger. 

Quick and snappy activity is necessary to close 
a prospect when he has been carried successfully 
past the first three stages of a sale. 

Effort must gradually increase as the crucial 
point is reached. 

The supreme effort of a runner is reserved 
for the last few yards. The jockey rarely uses 
his whip until he turns into the stretch toward 
the winning line. 

So the salesman may have been working easily 
and smoothly along the selling course. Until he 
reaches the last stage. And here he must put 
into his effort every ounce of steam, and en- 
thusiasm, and tact and skill he possesses. 

Unless he surmounts the last step — and secures 
action — he is useless as a producing member of 
his organization. 

RIGHTLY Handled, Your 
Customer Will Hook Himself 

A Six-Day Demonstration 

/^<HIS is the story of an unusual sale made 
L _y by E. V. Stratton, of the E. V. Stratton 
Company of Albany, N. Y. Mr. Stratton tells 
it this way: 

"One of the hardest sales I have made was 
to a director of the Manufacturers' Bank of 
Troy, a gentleman whose name has been on all 
dealers' lists for the last two years, and who had 
openly stated, repeatedly, that when he got ready 
to buy a car, he positively would not pay the 
list price. We recently learned that he was con- 
sidering a car and his preference was a four of 
another make. I had some time getting in touch 
with him, and after doing so, his first question 
was what concession would we make him on the 
ground that he was a prominent citizen and there 
were few Hudson cars in Troy. 

"After endeavoring to prove to him why it 
was to his advantage not to secure any car at 
less than list price, on account of the better 
service he was bound to get where he paid list 
price, he stated that he knew nothing about the 
Hudson, and I offered to give him a day or a 
month's demonstration. 

"To make a long story short, he finally made a 
deposit of $100 and signed a contract for the 
car with the understanding that I would give him 
a four-day trip to Lake Placid and other Adiron- 
dack points, and with the order so placed sub- 
ject to satisfactory performance of the car. 

"We left Troy last Monday morning, June 
30th, and spent not only four, but six days in 
northern New York, and on leaving this gentle- 
man on Saturday afternoon, he stated that I had 
done a good deal more than I agreed to, and 
he didn't believe it was possible to secure any 
car at any money that would be more satisfactory. 

"This demonstration was made in a "54" 
phaeton. I gave him the two extra days trip to 
offset his objections to paying the freight. Dur- 
ing the trip he jokingly remarked mat it was 
actually a more expensive proposition for me 
than to have given him the concession he re* 
quested, and I explained to him that this trip 
was making him a Hudson booster, whereas 
the discount would have had quite the opposite 
effect and that I anticipated we would benefit 
from the results of the trip for a long time to 




^rtHEN you lose a sale to a competitor, don't 
\JJ stop!" This is the dope that is handed 
outby Ben C. Hirshfield, of the Hudson-Latham 
Motor Co., at Kansas City, Mo. 

He asserts that your chance is then better than 
ever, because the more the buyer learns of other 
cars the more he will think of Hudsons. 

Example : 

A prominent business man was in the market 
for a car. After a demonstration, he admitted 
Hudson superiority in flexibility and power over 
the others in competition. But through the inter- 
vention of his two brothers, both of whom owned 
cars of another make, he bought a Six of the 
same kind they owned. 

Three weeks later he stood "some" loss on his 
car, disposed of it, and bought what he was thor- 
oughly sold on all the time — a Hudson SIX. 

It's the old story of a good loser and of 
"hitting the line hard!" 

THEM TALK, and always leave them laughing 
when you say good-bye," says **Ben.*' 



7 d x ' 


Books That Will Help to Sell Hudson Cars 

In thla column 'will be found now and then a review of a book that is in the 
library at the office of the Hudson Motor Car Company in Detroit. The officers of the 
company read these books, the men at the factory read them, the district manager* 
and other representatives read them. We want every HUDSON dealer and salesman 
to read the same books we are reading. Then we will all be speaking: the same lan- 
gnage and thinking: the same thoughts. Only thus can we thoroughly understand 1 
each other and thoroughly work together. After you read this review BUY THE 
BOOK and RES AD IT! It won't do you any good unless you buy it and read it! 

famous as the founder of Sheldon's 
School of Salesmanship. He is also the 
author of a number of books on salesmanship, all 
of which have been well received and have been 
read and studied by thousands of salesmen all 
over the world. They have been used as text 
books in business colleges, high schools of com- 
merce, Y. M. C. A. classes and by private 

One of these books is entitled "The Art of 
Selling.*' This is not designed to take the place 
of his School of Salesmanship, but is simply a 
small hand-book for the use of teachers who con- 
duct classes where the art of selling is taught. 
Copies of this book that have been used in this 
way have proven very important indeed, as a 
means of training salesmen. 

This little book of about two hundred pages, 
bound in cloth, should be in the hands of every 
man who sells anything, from groceries to auto- 

Every portion of the book will not apply to 
motor-car salesmen, but all the way through 
there are principles which are in use in every 
line of salesmanship. 

Every man has something to sell. The book- 
keeper, the preacher and the lawyer sell their 
knowledge. The commercial traveler is a sales- 
man in a special sense. He goes from place to 
place exhibiting samples, and soliciting orders in 
a direct manner. Specialty salesmen either travel 
with their product or they await the calling of 

Automobile salesmen are above both these 
classes. They not only go out and sell pros- 
pects, but they also await the coming of their 

Mr. Sheldon, as is his custom, goes very thor- 
oughly into his subject. He defines the qualities 
necessary in a salesman, the analysis of his sales, 
the effect that the salesman's talk has upon the 
customer and every feature involved in the 
transaction. He also gives suggestions on how 
to become a salesman, in the various classes of 

salesmanship, wholesale, retail, specialty and pro- 

The importance of training, and observation, 
mental and moral discipline, is gone into very 
thoroughly. Difficulties of the salesmen are 
given consideration. The harm of negative sug- 
gestions and the benefit of positive suggestions, 
the analysis of the product that is to be sold, 
selling talks and other points, are all very thor- 
oughly and exhaustively covered. 

A valuable chapter is the one devoted to an- 
swering objections. There are many things in 
this chapter that can be profitably applied to the 
selling of motor cars. 

Chapter 23, devoted to technical knowledge of 
the goods, is a valuable one for an automobile 
salesman to read, as is also chapter 24, on how 
to get an interview. 

The chapter devoted to competition is full of 
meat. Chapter 30, on pointers, is worth the 
whole price of the book, although it is quite a 
short chapter. It contains, among other good 
ideas, the matter of following the suggestions of 
Sales Managers and others who are in a position 
to give valuable directions to field salesmen. 

Chapter 36 gives some personal experiences 
of Mr. Sheldon, and shows his way of working 
out the number of calls made, the selling talks, 
and the orders taken. 

Some excellent suggestions are given on written 
salesmanship, the handling of correspondence and 
other matters connected with letters. 

While the book is largely a general one de- 
voted to merchandise selling, still there are many 
principles involved and described that can be 
profitably used by an automobile salesman. 

The price of the book is only $1.25, and there 
are many single pages in the book that are easily 
worm the whole of this small sum. 

"The Art of Selling/* by Arthur Fred- 
erick Sheldon, published by the Sheldon 
University Branch of Libertyrille, 111., can 
be had from John V. Sheehan A. Co., No. 
178 Woodward Ave., Detroit, Michigan, 
for $1.25, postpaid. 



ail II 



a HUDSON owner en route from New York to California drove his 
**54" into Detroit the other day. After the car had been washed 
it looked as if it had just come off the floor of the factory. "Say!" 
he cried, enthusisatically : "This is the greatest car I ever drove! I've 
owned several high-priced, high-grade cars, and they were dandy good 
cars at that. But this Six just lays over them all. We passed everything 
on the road, on good roads, hills, mud, sand, and everything else; it didn't 
make a bit of difference. And the car ran as sweetly and smoothly as a 

watch the whole way. We haven't touched a 
spark plug since we left New York! We have 
no use for wrenches or screwdrivers I Dis- 
regarding price entirely, the Hudson, to my 
mind, is the best car in America !" 

This, from a man who has money enough 

to buy any car he pleases, and who has driven 

the best cars in the world, shows where the 

Hudson Six stands on quality and performance. 


"Come into the chief engineers office" was 
the telephone message received by L. J. Robin- 

son, of the Bemb-Robinson Company, Detroit 
distributors, the other day when he dropped in at 
the factory. 

In the office Mr. Robinson found a man repre- 
senting a large accessory manufacturing firm. 
"What is the quickest sale you ever made?" he 
asked Robinson. "Robbie" did not know just 
what was coming next, so he evaded the ques- 
tion, saying he had made several pretty rapid 

"Well! Never mindl Enter my order for a 
'54' and deliver it just as soon as you can get 

it to me. How much will it cost me?" On 
being told the price he produced a check book 
and wrote a check for the full amount. 

It developed later that his firm wanted the 
best car they could find in a certain class and 
power, on which to install an experimental de- 
vice. This man was given authority to buy any 
car he wanted, at any price — and he came 
straight to the Hudson. He said he needed a 
car of the greatest possible smoothness of run- 
ning, flexibility, and balance. Price was no 
object. The Hudson, from all he could learn 
of it, "filled the bill" exactly. 

Use these stories in your talk with prospects. 
You will find them excellent to back up points 
that come up in very many solicitations. 



Secure Confidence § 
Means Success 1 




§ —= = — — = = == 

I You are appointed a reporter for this 
I column! Get busy! 


This story comes from the sunny South. It 
is claimed to be true. A woman came into the 
showroom of a Hudson dealer. "I want to see 
a car,*' she said, in an even, half -interested tone. 
The salesman took her over to the car and ex- 
tolled its beauty and other points. The woman 
seemed indifferent, and paid little attention. The 
salesman paused, seeing he was making little im- 
pression. "Do it have a Bosch?" the woman at 
length asked defiantly. "No, it has no Bosch," 
the salesman replied. "I'm sorry it don't have 
no Bosch," the woman repeated. Then, after a 
pause, "Do it have a wheel base?" she asked. 
"Yes! It's got a wheel base," returned the 
salesman. And the woman bought the car. Can 
you beat it? 

Walter Bemb, of the Detroit distributor's 
branch of the Big Family, is away on a vaca- 
tion. And this is what happens when he isn't 
in his office. Week of July 2nd his firm sold 
three Sixes and a Four. The next week it sold 
a car a day — four Sixes and two Fours. Pros- 
pects for the next week of Walter's absence look 
equally bright. There is some talk of wiring 
him to stay away six months twice a year. It 
seems to improve business! 

Fred Haines, of Lansing, Mich., has found 
another use for his Hudson 54. He uses it for 

He claims that the head lights shining over the 
water so fascinate the frogs that they come right 
up to the car and sit still till he swats with a 
"big stick." 

Since he got his Hudson he has achieved the 
reputation of being the greatest frog-hunter in 
these parts. 

One of the busy Hudson representatives sends 
us a story from Texas about a man who owns a 
Hudson, and who drives it like Jehu, the son 
of Nimshi, is said to have driven. That means 
something like its limit of speed. He had a party 
of friends out recently. The top was up. He 
went over a bump and pitched the whole party 
into the roof. One of them struck his nose 
against a bow and cut it badly. He remonstrated, 
whereupon the driver remarked: "Anyone that 
rides in this car has got to keep awake. I'm not 

running any (Texas expletive) sleeping 



Digitized by 



aattiiiiiiiniiHiiiiiiiiiiiiniiiiiiiiiniiii iiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiniiiiiinnimmnniiiniiiiiinmininnmnmHa 


HAST YEAR you said: "By Gosh, I'm going to have things better next season. I'm going to 
train a selling force. I'm going to have a repair shop that runs on a profit basis. I'm going to 
keep the follow-up letters going. I'm going to have 10 names of prospects on my list for every one I 
now have." 

You — a whole lot of you — said this or things like this, to yourselves last year. 
And you didn't do a ONE of them! 

£~YOU put it off! You procrastinated! You were too 
^^ lazy or you didn't plan your time right, or you hated 
to dig up so much energy — or SOMETHING came in 
the way. 

You transposed the old proverb: "Never put off till 
tomorrow what you can do today." You made it: "Never 
do today what you can put off till tomorrow!" 

Anyway things didn't get done. Your salesmen still 
work on the hit or miss, go-as-you-please plan. Your shop 
still runs on the happy-go-lucky track. You don't know 
whether it shows a profit or a loss. Your prospect list is a 
joke. The system by which it is conducted is a "nine with 
the tail off" as Jim Hill used to say. 

money in your office, alone at your desk, than you can on 
the street. 

)^\HE only way to do things is to do them! You'll 
^^ never reach the top of the hill by sitting at the foot 
grumbling that it's hard to climb. 

The longer you stand shivering on the edge of the water 
the harder it is to take the plunge ! 

Delaying to do something because it's difficult, only in- 
creases the difficulty. 

Dodging disagreeables only makes them tougher when 
finally you are forced to face them. 

/^YET that prospect list pruned and fertilized and de- 
^-* veloped until you have a list that is a REAL list. 
One HUDSON dealer in a small, poor territory has a list 
of 1,500 live names. And he sells more cars than some 
of the BIC fellows. The bigger the list is the better — 
provided the names are good names. Arrange to have the 
TRIANGLE letter which is enclosed to you weekly, mailed 
to this list as soon as you can get it duplicated and the 
addresses filled in. Send some stuff of your own, too. 
Keep every man on the list constantly reminded of you and 
the HUDSON. Start this right and it will run itself. And 

(f\ O IT NOW! Today is the psychological moment. 
^^ The most profitable month you ever spent will be the 
one in which you do no other work than to organize your 
business on such a plan that it will practically run itself; 
will show you profits where leaks have before existed. 
Forget the selling end for a while. You can make more 

ff^UILD that new garage and salesroom. Stick at the 
^-^ problem until you solve it. Of course it's hard! 
Wouldn't be worth anything if it was easy! Figure and 
scheme and plan and THINK until you get it It will pay 
for itself — if you work it right. 

Get that poorly paying repair shop organized. Why run 
it as you did last year? It never showed a cent of profit. 
And it wasn't satisfactory to you or to the men who worked 
in it or to the customer. Get a plan for keeping time on all 
work. Arrange it so that every minute of time is charged. 
Check each man's record so that he has no time during the 
whole week that is not accounted for on some job. And 
make all his time profit time if possible. Put in a proper 
stock room and stock keeper and stock records. 

Plenty of dealers are doing these things. YOU can do 
it if others can. 

(Continued on page 3.) 



Digitized by 



Digitized by 








| Pittsburgh Reports 11 Sales in 

1 One Hour! Who Can Beat It? 




ifoHURSDAY morning came a long-dis- 
^^ tance telephone message from the Eddie 
Bald Motor Car Company, of Pittsburgh, 
Pa.: "Can you send me six carloads of 54 's 
right off?" asked the hustling Pittsburgh dealer. 
"What for?" asked the factory. "To deliver 
on orders, of course," howled Eddie Bald. "We 
have eleven customers who have signed orders 
and are clamoring for cars. Chase them along, 
quick I" "How long has your demonstrator been 
on exhibition?" we asked. "ONE HOUR!" 
was the reply. 


| Do You Want More | 

I of the Coffin Booklets? 1 



Dealers are being supplied with copies of the 
booklet entitled "Howard E. Coffin's Review of 
the 1914 Cars." This is one of the most valuable 
selling talks that we ever have published. Every 
Hudson salesman should study Mr. Coffin's 
comprehensive discussion of the leading features 
of prominent 1914 motor cars. It contains simply 
unanswerable arguments with reference to the 
two-speed rear axle and other prominent features 
that are going to come up frequently in the selling 

Which leads us to ask for similar reports from 
other dealers. 

Use the coupon attached. Let us know number 
of sales and quickest sales. Also any other in- 
formation that will be of interest to Hudson 
dealers everywhere. We will publish reports 
in next week's Triangle. 

Two or three orders in a small territory may 
be equally as creditable as a dozen in the big 
city. So don't hesitate to send report because 
your sales fail to run into large numbers. Let's 
hear from every section of the country. 


Hudson Motor Car Company, Detroit, Michigan. 

After our demonstrator had been on exhibition for just hours, ve^had on 

hand signed orders for 1914 Hudson Six 


(City,) (State) 



of the 1914 Models. We have a good supply 
of these books on hand and if any dealer would 
like more of them for distribution among the 
members of his organization we are prepared to 
supply mem promptly. 


§ Special Tires are all Gone § 


Hudson dealers will kindly note that all the 
special tires about which they received notice a 
short time ago are exhausted in the 36x4 and 
36x4J/2 sizes. We can furnish no more of these 
until further notice. 

Books That Will Help to Sell Hudson Cars 

In thla column will be found now and then a review of a book that 1» In the 
library at the office of the Hudson Motor Car Company In Detroit. The officers of the 
company read these book*, the men at the factory read them, the district manager* 
and other representative* read them. We want every HUDSON dealer and salesman 
to read the same books we are reading. Then we will all be speaking the tame lan- 
guage and thinking the same thoughts. Only tana can we thoroughly understand 1 
each other and thoroughly work together. After you read this review BUY THE 
BOOK and READ IT! It won't do you any good unless you buy It and read It! 

DS and SALES" by Herbert N. Cas- 
son, sells for $1.00. There are twelve 
chapters in the book. Chapters 2, 3 
and 4 are the ones that will particularly interest 
salesmen. Dealers and sales managers will find 
the whole book of intensest interest. The most 
part of the book is devoted to advertising, yet 
there is enough about salesmanship in the three 
chapters mentioned to repay half-a-dozen times 
over the cost of the book. 

After an introductory chapter devoted to an 
explanation of efficiency, the author plunges at 
once into an application of the principle to sales- 
manship. "Efficient Salesmanship" is the head- 
ing of chapter two. In sketching the course of 
industrial history it is shown how the inventor or 
designer, the manufacturer and the salesman form 
three sides of a triangle. One cannot succeed 
without the other. Few inventors or designers 
are salesmen or advertisers. Success is greatest 
where each recognizes his own limitations. For 
the inventor to hamper the maker, or for the 
maker to interfere and harrass the selling end is 
to court disaster. 

Rarely has anything keener or truer been writ- 
ten about salesmanship than chapters three and 
four of Mr. Casson's excellent book. He tells 
how to start a sales campaign, its plan, interesting 
buyers, training salesmen, examples of successful 
sales planning. 

Chapter four is devoted to "Face to Face 
Salesmanship." Every salesman should read this. 
The author describes the various classes of sales- 
men under the titles of "the actor," "the hustler," 
"Sunny Jim" and other types. The approach 

to a prospect is handled in most illuminating 
fashion. The value is shown of coming to a man 
from his own point of view rather than from 
that of the salesman. 'Instances of different 
styles of approach are cited. "Before you ven- 
ture to worry a man about what you are selling 
you owe him the honor of having first thought 
about HIM and what HE is doing." There's a 
sample of the many good axioms in this clean- 
cut chapter. 

The value of the little strategy of carrying 
something to show a prospect is lef erred to. This 
has rarely been tried in selling automobiles and 
yet it is easy to see where it would have atten- 
tion-attracting power. It would be easy to carry 
some small part of a car, some little gear, or 
fitting, or sample of electric wire conduit — any 
little thing to which attention might be directed 
and that would serve to hold the prospect's in- 
terest. This on the principle that it is easier to 
win one's attention through the eyes than through 
the ears. 

Advertising is discussed in a way mat makes 
it most simple. No man can read these plain, 
logical explanations and directions without being 
vastly benefited. Advertising assumes a new 
meaning in Mr. Casson's clarifying chapters. 

One reading of this book, or this book alone, 
will not make a man into an expert advertise- 
ment writer. But it will show how to avoid 
wasting money in ineffective ad-construction. It 
will give him some guide-posts to successful pub- 
licity. It will enable him to recognize real ad- 
vertising when he sees it. 

No book we have reviewed is more valuable 

for dealers and salesmen than this. We urge 
upon every man interested in selling Hudson 
motor-cars to buy and STUDY, diligently, this 
clear, convincing, easily read volume. 

"Ada and Sales," by Herbert N. Cas- 
aon. Published by A. C. McClurg & Co., 
Chicago. May be had from John V. 
Sheehan & Co., 178 Woodward avenue, 
Detroit, Mich., for $1.00 post paid. 




Blame yourself if your name isn't men- 
tioned here. A 2c stamp makes a good 
messenger 1 




The Wray-Dickinson Sales & Garage Com- 
pany of Shreveport, La., contribute a capper for 
the wheel-base story in last week's issue. They 
describe an incident which happened to them 
last week. One of their women customers sent 
her car down to them with the request that it be 
looked over as it was not performing exactly as 
it should. The foreman of the repair shop found 
that two of the cylinders had no compression 
whatever and so telephoned the lady in question, 
whereupon the lady asked him if he couldn't go 
ahead and put some in and kindly charge her 
account with the amount of "compression" he 
used. Next! 

The Gamble Motor Car Company, a new 
baby in the Big Family at Toledo, is starting 
out with lots of turpentine in its system. Sub- 
dealers in Northwestern Ohio are flocking to the 
Gamble office, begging for territory to represent 
the Hudson line. Mr. Gamble says he is going 
to get 48 representatives in his field that will 
adequately compare with the 48 engineers who 
build the Hudson. 

The Twin City Motor Car Company turned 
some neat tricks on the occasion of the finish of 
the long-distance "hike" of Edward Payson 
Weston from New York to Minneapolis. Mr. 
Weston was accompanied throughout the trip by 
a Hudson Six. The hustling Minnesotans sim- 
ply owned the Twin City papers on the eventful 
day of the finish. Also they corraled the gov- 
ernor of the state, militia in uniform, moving pic- 
ture men and a dozen other mediums of publicity. 
The car was photographed hundreds of times, 
and, moreover, it was run around the streets 
with a big sign on it until every one knew the 
car as well as they knew Weston. 

How did your big muslin sign look? You 
didnt get it up! Say! Hadn't we better parcel 
post you an office boy for sales manager? 


Digitized by vj 


Published Weekly by the Hudson Motor Car Co., in the Interests of Hudson Distributors, Dealers and Salesmen 

YfK E believe the buying public today will only purchase an automobile in large numbers 
\MS that has been known on the market for some years. No longer do new companies spring 
into prominence in six months' time. Nevertheless, many of the old companies have not 
gone ahead this past year. Their business has in many instances been less than it was one or 
two years ago. 

In 1912 we did a business of $7,000,000. In 1913 our total business jumped a clear FIFTY 
PER CENT. Think of a GAIN of $3,500,000 in one year ! As great a GAIN as the TOTAL 
business of many a pretentious organization. 

In 1913, the figures for total business were a little over TEN AND ONE-HALF MIL- 


Thus has the motor buying 
public answered the ques- 
tion : "Is the Hudson a good 

Thus have they expressed 
their unqualified approval of 
the principles of design and 
construction laid down by 
Howard E. Coffin and his 
board of engineers. 

Thus have they endorsed 
the production and market- 
ing methods of the Hudson 
Motor Car Co. 


There are many cars older than the Hudson. 
There are but few manufacturers, tho, whose auto- 
mobile manufacturing experience is longer than 
that of the Hudson Company. 

Altho a late comer, the Hudson car has had 
greater increases in the size of its business than any 
new company organized since we brought out our 
first machine. 

It is a record almost without parallel in industrial 


We enter the manufacturing 
year of 1914 with high hopes. All 
conditions are favorable for a tre- 
mendous volume. 

We have a wonderful car. From 
my talks with many buyers 
throughout the country, I believe 
that we have produced this sea- 
son a line which is subject to 
more praise and less criticism 
than that which any other manu- 
facturer has ever turned out. 

The Hudson Six 54 asks no 
concessions in price, size, beauty 
or efficiency. 

The large number of immediate 
shipping orders on our books at 
the present time confirms this statement. 

Our dealers will share with us the reward of 
energy and ambition during 1914. 

Let us start out from the first with the determina- 
tion that each of us will excel the splendid mark 
achieved last year. Let us make the coming sea- 
son one that will place the Hudson on a plane far 
above our competitors. 

It can be done Will you help us do it? 







3 g&z&zse^ ^Tzz?: 

! ^^IK^^^ 

WiW &sggm^ 



I How Cars are Coming Through 

EEP your shirt on ! Don't kick too hard ! 

For the cars are coming through! They're being shipped at an 
average rate of about 50 a day. Monday of this week we shipped 
47, Tuesday we shipped 51, Wednesday we shipped 50, Thursday 48, 
Friday (up to the time The Triangle went to press), 43. The demand 
is surely something unprecedented. From every corner of the country 
dealers are simply HOWLING for "Cars! Cars!! CARS!!!" 

We're going to take care of you all! There are going to be cars and in plenty. 
We're like the Western cowboy whose epitaph stated "He done his damdest* 
Angels could do no more." That's us! That's what WE are doing. 

How could anyone anticipate such tremendous enthusiasm as has character- 
ized the Hudson announcement of the new car? We thought we were prepared 
to take care of any possible demand. Yet before the ink was dry on our announce- 
ment ads., dealers began wiring for carloads of the new model. 


this there is no confusion. Things move 
like clockwork. There is speed in plenty 
but no hurry. 

Hardly a minute passes during the day 
that cars are not moving across the yard 
to the shipping platforms. Freight cars 
choke the tracks by day, and puffing 
switch engines fill the night with clamor. 

Think of 50 big cars being completed, 
tested, inspected and shipped in one 
short day! In a ten-hour day that is 
5 an hour! A 135-inch wheel-base, 
sixty-horse power, six-cylinder, seven- 
passenger car every twelve minutes! 

Bv the first of S*nt*mh*r 1 (UV\ fiiv *A\ 












you see tne result! Mere is a pnoto- 
graph of the chassis painting department. 
You can't get another chassis on that 
floor if you try! Every unoccupied space 
in the entire 26 acres of factory is 
jammed and crammed so full of them 
that you can't move without stepping on 
a chassis! 

On the final assembly floor the work- 
men swarm like bees on a honey-comb. 
There isn't space to let employees get 
through to the lunch room. It's just a 
mass of wheels, and tops, and fenders, 
and curtains, and windshields, and men — 
MEN— MEN— everywhere. Yet with all 


g Triangle Cut for Dealer's Use fj 

~" IllillllliiUillillililllillllllW 

I-JJ illustrated proof 
of electrotype of tri- 
angle with the new 
Hudson 54. We hav 
these cuts on hand rea 
for distribution and 
send them to all de; 
who would like to ..«**» 
them for use on their envelopes, letter- 
heads, or cards. 

Cut is the size as indicated herewith. 
Let us know if you want a pattern cut 
and we will send it promptly. 

^jj : , .1 , . : . ■ ; . ■ : iiiiiiniMfiiiM^nnniniiiiHinn 1 i" J[^^lmMHll!]]llill]l^ll!^]^!H , ^ 
g Revised Mailing List for I 
g Triangle H 

^v:J;Il^;I;|]^:iIl:l!::!::^^l; , ]';l l •■•^':':: , : 1 '■:^;^'■! ,l ; r ' ! :'. , :■ l ■::: , : '■ ; , ■ ■..■ ■; ::';;■,;;:: ..^ 

^T^ ILL dealers who have not yet done so 
vjy kindly send to the Triangle at the earliest 
possible date revised list of names and addresses 
to which they wish the Triangle mailed? A 
blank will be found in this issue and we would 
ask our friends to kindly use this and send in the 
desired names and addresses just as soon as pos- 
sible. We are now going over the Mailing List 
and unless we receive revise, there is a possibility 
that dealers and salesmen will not promptly re- 
ceive future copies. It is important, therefore, 
that we have this revised list just as soon as deal- 
ers can get it to us. 

■ rervx&r J)P^^ Cr^^jyv^] 'j^^gr/t^s^ {e&v^-mrr>id ^ k&VJ&r>j)P^hl (IS^^v^^ Gzzj?f?.&j'<£s2 GK:^.H 


















About the "Little Six 




]^^ HE message we have to send you about the so-called "Little Six" is a very short and simple one. It can 
|] be stated in just two words : 
^"" "FORGET IT!" 

You aren't selling the Six 40! There isn't any Six 40 yet! And there won't be any until probably Janu- 
ary 1st, 1914, at the earliest. 

In the meantime some dealers are killing their present business and disturbing the judgment of their pros- 
pects by allowing "Little Six" rumors to grow and strengthen. 

This is poor business and poor salesmanship. 

*jftK HE world over it is the poor salesman who everlastingly 

i^J trots out the "latest" goods. Go into a store to buy a 

new shirt, or a necktie, or a hat. It's always the cheapest 

poorest salesman of the lot who at once offers you the latest 

goods. "These just came in this morning," he will say. 

The high-grade man, the chap who draws the biggest sal- 
ary* and whom the store calls its "star" man, will sell you 
regular stock goods. Well he knows that it is his business 
to MOVE THESE FIRST! The new goods will sell them- 

So it is with Hudson cars this year! The stock goods today 
are the Six 54's. These are the goods you have on your 
shelves. These are the goods out of which you are going to 
make your profits between now and January 1st next. 

If you talk "Little Six," dream "Little Six," and get your 
prospects all thinking "Little Six" it's a cinch you'll not sell 
the 54. And as you ABSOLUTELY and POSITIVELY 
will NOT get the Six 40 before the first of January— at the 
EARLIEST — you are simply killing your business until that 

You now have all the information that will be given out 
about the "Little Six" for some time. We have nothing else 
to say about it now. No one is authorized to make ANY 
definite statement about it. 

Practically every man who can afford the 40 can buy the 
54. It is simply a matter of salesmanship on the part of the 
dealer. As between a price of about $1,750 and $2,250 there 
isn't much difference. Not enough to make the PRICE 

Therefore the salesman's object is simply to convince the 
prospect that what he really wants is a car of 135-inch wheel- 
base, seating seven passengers, and with the higher horse- 
power that every experienced motorist demands. 

Everything that the 40 will do (when it comes out) the 54 
will do BETTER (now). There are things on the 54 that the 
40 will not have. There are any number of arguments why 

the prospect should be satisfied with the 54. By selling the 
54 to yourself, and resolutely FORGETTING that there is or 
ever will be such a car as the 40 you'll have little difficulty in 
impressing your prospect. 

Some will say that there are buyers who simply will NOT 
order the large car. They claim that they cannot hold them 
unless they talk the 40. 

In such a case it is better to LOSE THE SALE rather 
than to attempt to hold it by telling— confidentially — about 
the 40. What is told in the privacy of your inner office will 
in 24 hours be shouted from the top of the tallest building in 
town. Tell one man about it and by the next morning a 
thousand know all that you said. 

You can utterly demoralize a good demand for the 54 by 
allowing this "Little Six" talk to get into your head. 

What would happen if EVERY DEALER and every rep- 
resentative did this? Where would the business go for the 
next six months? Imagine what the result would be about 
the first of next July ! 

And about the time the 40 DID come out, these same 
dealers who are now howling for IT would begin to say: 
"Wait till the 1915 car comes through!" Can't you see where 
this sort of "selling the new goods only" leads you? 

No, gentlemen, there's only ONE THING TO DO NOW. 
SHELVES. Time enough to talk about the new patterns 
when we get them. In the meantime we've got to make over- 
head, and profits, and keep the business running for the next 
six months. 

It makes no difference what you think, or hope, or wish, or 
"would have done if you had been running the Hudson com- 
pany." The fact remains that there IS a Six 54, and there 
ISN'T ANY 40, and there AIN'T GOIN' TO BE no 40 for 
MONTHS yet. 


Forget the 40! 

Sell the car you've GOT— the 54! 







I oil 













Thank You for That Last | 
Item! Come Again! | 

Try this out on a country road on one 
of your friends who has the habit of 
boasting about his lack of blowouts. 

A dealer, who does not wish his name 
mentioned, tells of a good way in which 
to work a practical joke on some driver 
or owner, who is bragging about the per- 
formance of his car. It seems that a cer- 
tain proud owner of a 54 was driving 
along the country road one night and 
boasting to his friends of how many 
miles he had made without a blowout. 
One of the occupants of the rear seat 
quietly drew a revolver and fired it over 
the side of the car. He instantly returned 
the revolver to his pocket and when the 
driver pulled up suddenly, expecting to 

find a blowout, the perpetrator of the 
joke was as innocent as the rest of the 

First and last and all the time— BOOST 

Chicago's motorcycle service is work- 
ing like a charm. Especially is it appre- 
ciated by women drivers. Motorcycles 
are kept ready, equipped with tools, extra 
plugs, little repair parts that are apt to be 
needed in making slight adjustments. By 
the time the 'phone receiver has been 
returned to its hook a mile-a-minute- 
motorcycle-man is on his way at top 
speed to help the owner who is in dif- 
ficulty. Every big distributor and dealer 
should have a motorcycle squad for such 

General Manager Miltenberger of the 
Dominion Motor Car Company, Big 
Family distributors at Victoria, B. C, 
has the right idea in attracting quality 
prospects. At the recent "opening" of 

his fine new garage and salesrooms the 
premises were magnificently decorated 
with palms, ferns and cut flowers. An 
orchestra was stationed on the mez- 
zanine floor. Society folk turned out in 
great numbers. This all aids in making 
the Hudson the "fashionable" car of the 

One of W. E. Shackleford's owners — 
W. E. S. being that energetic and en- 
thusiastic B. F. member down at Miami, 
Florida — reports a mileage of 1,500 on 
a brand new 1913 "54." It still has fac- 
tory air in all tires, never has had a spark 
plug out, and tool kit has never been 
opened. This owner says he wouldn't 
trade his Hudson Six for any car made 
in America. Shackleford is a wizard on 
giving service. Not one complaint has 
been heard from any of his owners. 

Chug! Chug! Chug! Chug! 

Purr-r-r-r-r-r-r-r-r-r-r ! 

One is a Four! The other a SIX! 




















I Here's a Good Duplicator i 



k NCE more we call the attention of 
dealers to this letter duplicator. 
All dealers are not provided with dupli- 
cating machines. Many think, for this 
reason that they cannot use circular let- 
ters sufficiently often to do them good. 
If they have one of these duplicators in 
their office, they will send out a great 
many more circular and form letters. 

Only by constant perseverance can this 
method of making sales be made to pay 
a profit. Read the letter from H. L. 
Arnold of Los Angeles, reproduced on 
this page. This shows you what can be 
done by sending out circular letters 

Dealers, everywhere, who are making 
the best success of the business, are 
every one of them strong believers in 
this circular letter system. 

This machine illustrated we can sell to 
dealers for the small price of $26.00. We 
are able to make this low price because 
we contracted for a large number of the 
machines. Bought one at a time through 
the regular dealers this machine costs 

We sell it to dealers, F. O. B. Detroit, 
for exactly what it costs us. 

Having this machine, a dealer can get 
out the form letters that accompany the 
Triangle every week and by using the 
proper color of ribbon* can fill in the 
name and address so that it is difficult 
for most people to tell them from 
original type-written letters. 

The letters should be signed in ink, 
unless there is a very large number of 
them. Even then, it will be found profit- 
able for the dealer to have the signature 
put in by hand in ink. 

We have spoken so often about this 
circular and follow-up letter system, that 
it seems unnecessary to say more about 
it at this time. We simply wish to call 
the attention of dealers who have not 
now a duplicating machine, to this ex- 
cellent article. We sell it at so low a 
price that there is no excuse for any 
dealer going without a machine or doing 
without the benefit of follow-up letters. 

If YOU have no machine, send us 
your order today by letter or wire and 
we will ship the machine at once. 

Knocking is a Boomerang I 


HROM Shaw and Morse, of the S. and M. 
Garage of Taunton, Mass., comes this in- 
spiring tale of how the other fellow "knocked" 
the Hudson so hard that the prospect became 
disgusted and instituted an interview among 
Hudson owners that led him to buy a "54." 

The manager of the local gas plant was in 
the market for his first car. A competitor of 
the Hudson, selling a four cylinder car that 
practically "owns" the town, told him some great 

stories of "troubles" that Hudson owners were 
alleged to have had. But he overdid the black 
eye business. The investigation above referred 
to developed mat in not one single instance was 
the report of troubles true. 

The prospect is now driving a Hudson 54, 
confident that it is the superior of the other sizes 
he was shown, and certain of the many advantages 
it possesses over the four sold by the man who 

This car was sold with the guarantee to do 
ten miles or better on a gallon of gasoline. On 
a trial run of 80 miles, with three people in the 
car, a trifle over twelve was obtained over roads 
worse than the average. 


Look for These Cars I 



UDSON Torpedo car No. 16806, 
bearing Missouri State license No. 
5613 and St. Louis city license No. 2966, 
was stolen July 24th. This was the prop- 
erty of Mr. W. E. Roberts, and had his 
initials "W. E. R." on the tonneau door. 

Report information to Hudson-Phillips 
Motor Car Co., and Automobile Insur- 
ance Co., of St. Louis. 

1913 Hudson Model "37," blue roadster, 
car No. 37104, belonging to Donald 
McDonald, Jr., of Louisville, Kentucky, 
has been stolen. Report information to 
Sunbeam Motors Company, of Louis- 
ville, Ky. 


1 Mr. Stubbs is Back at Work I 


ES indeed! Very much so! Says 
_ he feels like a prize-fighter! More- 
over besides being in the pink of condi- 
tion himself he says the young daughter 
— age three days or thereabouts, weight 
on arrival iy 2 pounds — is also in a pmk 
condition — as yet. But he has great 
hopes that in the ordinary processes of 
nature she will develop into a fine, hand- 
some, full-size Miss Stubbs, and lose 
some of her present excited complexion. 
All doing very nicely, thank you! 
Have a cigar? On Assistant Sales 
Manager P. D. Stubbs! 

§ Delivery Date in Order Blank § 


On the Order Blanks that are being furnished 
to dealers it will be noted that no delivery date 
is specified. Some dealers have written us asking 
that such a space be left on the order. The 
Order Blanks were printed in this way because 
it seemed to be a form that suited the majority 
of dealers. However, if any dealer wishes to 
insert the date on the order blank it can very 
easily be done, immediately after the place of 
delivery in the upper part of the blank reading: 

"on delivery at- 
of delivery. 

by adding specified date 


This Is How Arnold Does It In Los Angeles 


Los Angeles, California. 
August 4th, 1913. 

Mr. C. C. Winningham, 

Director of Sales and Advertising, 
Hudson Motor Car Company, 
Detroit, Michigan. 

My dear Mr. Winningham: 

Your letter of August 2nd enclosing pointers on announcement 
for the 1914, also the first letters to be sent out to prospects just 
received this morning, August 4. 

I am hurrying this letter down to the multigraphers this morning 
and hope to have it out and ready for mailing by tomorrow night. 
If it is possible to get these letters off to us a little earlier it will 
help very materially for it takes four days at the very best time to 
get them through the U. S. Mail, and then we need at least forty- 
eight hours to get the work multigraphed and corrections made. 

After that it has to go to our stenographers for our complete mail- 
ing list. This involves a lot of work, for I am now having compiled 
from the tax rolls, which has just been closed for Southern California, 
a complete list showing every owner paying assessments on property 
valued at $2,000. or over in Los Angeles County, and am also extending 
this to all other counties in my territory. This will give me a mailing 
list of approximately twenty-five thousand names by the time I have 
it completed, and it strikes me that this ought to cover nearly every- 
body in Southern California who is able to purchase a motor car of 
the Hudson quality. 

We expect to circularize this list at least every three weeks and 
oftener at the beginning of the season so that if there is any chance 
of getting in touch with a prospect by circular letters that we do not 
otherwise handle, I think that we will surely get every one of them. 

I consider the factory letters very good, and especially the letter 
concerning the announcement of the 1914*s an exceptionally strong one, 
and should bring us in a lot of business. 

I have already made arrangements with two of the papers for 
handling the publicity story and will see the other papers this after- 
noon and think that we will be able to run it in every paper out here. 

I sincerely hope that you have succeeded in shipping us a lot 
more cars, for although we have received notice of but the two now 
en route, we have a lot of people waiting who will not place orders 
for cars until they see the New Hudsons, and then wfll not wait 
very long, for the are promising prompt deliveries. 

If there is any way possible to ship us a quantity at once we 
can use fifteen to twenty carloads. 


Very truly yours, 

(Signed) H. L. Arnold. 





fmm &m% l y .r^0.:€T' ^mm^WMms^^^m^^ ^M^^^m. 




Published Weekly by the Hudson Motor Car Co., in the Interests of Hudson Distributors, Dealers and Salesmen 

CHE world pays its highest price for just two things — executive ability and entertaining 
Executive ability is typified in Carnegie. 
Entertaining ability is typified in Caruso. 

Here are two broad roads to fame and fortune. There are OTHER trails to the bag of 
gold, but they are narrower, less smooth, more dusty, more uncertain. 
Few of us have the gift in superlative form of song, of story, of art. 
Many of us — if we only knew it — have the ability to plan, direct, command. 

CHE practical application of this little bit of theory is for 
a dealer to cultivate his HEAD power rather than his 
HAND power. 

To multiply his own seeing and calling and talking ability 
by adding to his organization a force of salesmen who can 
"Carry the Message to Garcia." 

He to ORIGINATE the message, they to CARRY it. 

There are Hudson dealers who personally rarely sell a car; 
who infrequently talk with a prospect. 

There are those who have the reputation for giving the 
best service in their territory yet who never see their owners 
or their cars. 

There are those who make a profit on their repair shop and 
service department who do not know the names of their 
employees and not once a month do they step inside their 
own workshop. 

These are the BIG men. These are the men who "make 
money" in the automobile business. 

CHE man who knows how to select and plant and care 
for a fruit tree reaps a return for his knowledge and 

Yet the number of fruit trees that he, personally, can culti- 
vate is limited. 

His total income from a personally cared for orchard would 
not be large. 

But if he has the ability to tell other men how to do for 
ten thousand trees the same effective work that he could do 
on but ten hundred he multiplies his income (other things 
being equal), by approximately ten times. 

CKHE man who can sell a motor car has selling ability 
■^ above the average. 

If he is capable, industrious, and persistent he will have a 
reward proportionate to his energy and his environment. 

But greater far will be the reward of the man who can 
plan and direct and carry through a selling CAMPAIGN in 
which will be utilized the work of other men. 

Who can MULTIPLY his individual knowledge and 
ability by three, or six, or ten, or twenty? 

A certain territory may contain a latent motor-car demand 
for 100 Hudson Six 54's. Yet ONE MAN working to the 
limit of his ability and time may be able to sell no more than 
10% to 20% of the possible buyers. 

But let the man of executive ability or organizing capacity 
take the same territory, and by being a captain instead of a 
private, he can create a selling force that will develop the 
FULL 100% of demand. 

Instead of 10 Hudsons being sold in the specified territory 
100 would be sold. 

Instead of a profit on but 10 cars the dealer with executive 
ability can enjoy the profit on 100 cars. 

To be sure the PERCENTAGE of profit on the 100 would 
not be as large at the percentage of profit on 10. But the 
AGGREGATE profit IN DOLLARS would be vastly more. 

But there is no law 

DOT every man can be a "Captain 
to prevent every man from 

No man knows what he can do until he tries. 

Big men are often merely the result of the circumstances in 
which they are placed. 

There were possibly hundreds of men in the Union army 
who had the ability of U. S. Grant. But circumstances put 
Grant in a position of responsibility. And he developed to 
meet the demand. 

There are many men in positions of power and responsi- 
bility who have become big because of the very fact that 
responsibility was thrust upon them. 

In the ATTEMPT comes the ABILITY to perform. 

True there must be a foundation. But perseverance, energy, 
and a dogged determination to "MAKE; GOOD" is the best 
foundation in the world on which to build. 

Genius is nine-tenths perspiration. 

J^nHINK!— PLAN!— STUDY!— Work your head!— Multi- 
V«y ply your power! — Be a captain! — Don't be satisfied to 
close only 1/10 of the business in your territory! — Go after 
100% of the demand. Others are doing it!— Why not YOU? 






SPECIAL representative of The Motor Trader of London, England, accompanied the 
visiting automobile engineers of Europe during their recent trip to the United States. 
It will be recalled that the party visited practically every motor-car factory of im- 
portance in America. 

It will also be remembered that these notable engineers represent the very highest type 
of European automobile knowledge and experience. 

It is, therefore, with some degree of satisfaction that we reproduce the following article 
from The Motor Trader as showing what European automobile engineers and manufacturers 
think of the American car, and of the Hudson car in particular. 
The article is as follows : 

(From The Motor Trader \ London^ England) 

Notes on the Hudson Cars and Factory 

By Our Special Representative With the I. A, E. Touring Party 

XN the American automobile industry there is one branch of manu- 
facture which has no parallel in this country. In England, every 
car maker cherishes a secret ambition to cover the whole range 
of production, from raw material to completed car, inside his own shops — 
indeed, so marked is this spirit, that it seems rather surprising that no 
British manufacturer has yet attempted to produce his own magnetos and 

On the other hand, even the largest motor car firms in the United 
States hardly approach the average British aim for a complete equipment. 
Only one instance occurs to mind of a well-known American concern 
possessing its own foundry — and even then the range of production is 
confined to cast-iron and aluminum. Again, the body-building shop is a 
rare sight in a motor car factory, practically every firm leaving this work 
to the specialists. 

But it is right down in the chassis com- 
ponents that the real spirit of difference 
makes it appearance. Such parts as car- 
buretors and so forth are never under 
any circumstances made in the car fac- 
tory; brake levers and control pedals are 
bought from outside firms, and the com- 
plete rear axle is an important part 
which, in nine cases out of ten, is 
acquired from a specialist manufacturer. 

Thus it will be realized that even those 
firms which go most thoroughly into 
automobile production do not perform 
anything like the total amount of fac- 
tory work to which we are accustomed 
over here. This is the reason, along with 
that of standardization and fewness of 
types, why the American factory has 
such a larger output of finished cars per 
thousand employees than the corres- 
ponding home example. 

In the earlier days of the American 
automobile industry the utilization of 
manufactured components was quickly 
proved to possess such great advantages 
that a logical development has ensued 
whereby certain automobile firms now 
do no actual manufacturing whatever — 
they merely erect together the compon- 
ent parts of the chassis and then fit the 
completed body. Over half-a-dozen well 
known firms, whose cars are known and 
appreciated in every state of the Union, 
belong to this class which, as previously 
remarked, has no parallel whatever in 
this country. 

The practicability of such a system 
under the different conditions which 
exist over here may be discussed later. 
Right away, it must be said, from the 
American point of view, the plan works 

The reader must not imagine for a 
moment that it is merely a case of order- 
ing a thousand engines, a thousand gear- 
boxes, and so forth, and then of erecting 
these parts together into a thousand 
completed chassis with the aid of un- 
skilled labor. Such a haphazard con- 
glomeration of "bits" would hardly be 
likely to win public favor; yet, as mat- 
ters stand today, the Hudson car — the 
best known example of the (so-called) 
"assembled automobile" and the subject 
of this present review — is extremely 
popular with the discriminating buyer 
and sells as well as any other car pro- 
duced in America. That is, the firm sells 
all that it can manage to turn out in the 
year. Hence it may be assumed that 
there is more in the subject than meets 
the eye at first glance. 


The Hudson Factory. 

E cannot do better than describe 
the Hudson system of production, 
so well explained by Mr. Roy Chapin 
and Mr. Howard Coffin — respectively the 
President and Chief Engineer of the 
Hudson Motor Car Company, of Detroit. 
The Hudson factory is very probably 

the cleanest and neatest in the motor 
world — in this respect the firm has a big 
advantage, since there is nothing better 
than cheerful surroundings for ensuring 
good quality production from the work- 

Under Mr. Coffin there is a corps of 
engineers, each man a specialist in some 
particular section of automobile design 
and manufacture. For example, there is 
a man who is an authority on clutches; 
another, a gear specialist; a third an 
artistic body designer, and so forth. The 
majority of these men, according to the 
list of their past achievements, have had 
a very thorough international experi- 
ence. At the time of our visit, these 
engineers— "the noble 48," as automobile 
America describes them — were busy to- 

§ ether on the final revision of the 1915 
esigns. In America, of course, the new 
models are produced each year, in June 
or July, and thus the 1914 types are now 
everywhere in process of construction. 
Hence the designing staffs have to get 
busy for 1915 season without delay. 

Advantage of Early Preparation of Models. 

£_-TS soon as the designs are completed, 
3 1 after very thorough discussion and 
full consideration of the probable trend 
of public demand, half-a-dozen cars are 
constructed in the special experimental 
section of the Hudson works — which, in- 
cidentally, is the only department of the 
factory where there are any machine 

When ready for the road, these cars 
are run by special testing squads over 
every section of the country — and 
usually with a Trans- Continental jour- 
ney or two thrown in — to find out all the 
weak spots of design. It is this prelim- 
inary testing which is going to make the 
final product right or wrong, and hence 
it is of vital importance that every weak- 
ness should be shown up and rectified 
with the least possible delay. This pro- 
cess may occupy six months; at the end 
of this period the new models have 
reached a stage of development whereat 
they may be reasonably expected to give 
satisfaction in the hands of the general 

And now the manufacturing work is 
divided up among the specialist com- 
ponent makers. As regards engines, the 
Hudson Company are well situated in 

{Continued on page 4) 



The Sun Never Sets on Hudson Cars 

Men Who Help To Keep the Cars in the Sunshine 

XT IS almost literally true that wherever there is a road 
— the world around — there you will find the Hudson 
Each succeeding year sees their numbers increasing. They 
are among the leaders everywhere. Everybody knows the 
Hudson. And unfailingly its performance justifies its reputa- 

In England the Duke of Westminster, the richest landlord 
in the world, drives a Hudson. As does also the American 
ambassador. In Japan, on the other side of the world, the 

Mikado's court is familiar with the "triangle on the radiator." 
In India Hudsons are numerous. A recent American tourist 
wrote: "We see Hudsons on every road." In South Africa 
and South America Hudsons deliver the same satisfactory 
service as on the boulevards of the United States. In Paris 
and in Vienna, also in St. Petersburg, the Hudson is well 
known. In Korea there were a short time ago but seven 
motor-cars. One of these was a Hudson, owned by a com- 
pany operating a mining concession in a remote section of 
that little-known country. 

Me» Who Direct the Export Trade 

||ERE are the men who direct the ex- 
<*— -& port trade of the Hudson. They 
are picked export experts. Each of them 
is a master in his line. To them Europe 
and Asia are as familiar as is his home 
county to the average dealer. The terri- 
tory covered is in some instances as large 
as the entire United States. 

F. O. Bezner 

H. B. Phipps 


They handle orders in French, German, 
Russian, Italian, Portugese, Spanish, Jap- 
anese, Chinese and a dozen other Ian 

Catalogs and other printed matter for 
the use of the Export Department are 
prepared in these languages. Chassis and 
tires are supplied to suit millimeter meas- 
urements where that scale is in use. 
Speedometers for Russia record speed 
and mileage in versts. Innumerable vari- 
ations are necessary so that the car and 
its fittings may suit the demands of other 

The handling of export trade is a busi- 
ness in itself. To prepare a car for ex- 
port is a very different matter to the pre- 
paring of the same car for American de- 

To render service in the heart of India 
or a few thousand miles inland in China 
would puzzle some American distributors 
and dealers. Yet it is being done — and 
well done. Hudson cars deliver as high 
quality of service in Russia and in Argen- 
tina as they do in New York and Chi- 

Personnel of the Export Department 

F. O. BEZNER, Vice-President 
the Hudson Motor Car Company, 
is General Supervisor of Exports. His 
headquarters are at Paris. He makes 
frequent visits to London, Berlin, Vienna, 
and other important European centers. 

Closely associated with Mr. Bezner is 
Mr. John A. Olt, manager of the Export 
Department. His principal office is in 
Paris. He has direct supervision over 
Europe, the United Kingdom and North 

On the other side of the world, in Aus- 
tralia, New Zealand, and Tasmania, Mr. 
H. B. Phipps is in charge. He covers an 
immense and important territory where 
the modern motor-car has tremendous 
possibilities. Mr. Phipps is excellently 
well qualified to direct Hudson affairs in 
this interesting corner of the English- 
speaking world. 

In the great and rapidly developing 
South American republics of Argentina, 
Brazil, Uruguay, Paraguay, Chili, Peru 
and Bolivia, Mr. I. F. Scheeler directs 
Hudson business. Few men are better 
fitted to handle the peculiar and varying 
conditions that exist in this immense and 
much diversified territory. His long resi- 
dence in the Latin countries and his inti- 
mate knowledge of the people and the 
languages make Mr. Scheeler an ideal 

Complete stocks of repair parts are on 
hand at all principal distributing points. 
Except in remote districts and countries 
no Hudson owner need be unduly de- 1 

layed by accident or unforeseen call for 
parts for repair or replacement. 

This repair and service department is 
being rapidly extended so that it may in 
the near future be possible for a Hudson 
owner in any part of the world readily 
and cheaply to secure just as satisfactory 
service as if he were within a few miles 
of the factory at Detroit. 

iConOnned on page 4) 

John A. Ok 

L F. Scfceekr 


Don't Make "Chassis" Sales I 



lT^\EALERS are cautioned against sell- 
V|_y ing the chassis only of the Hudson 
Six 54. It is something that rarely fails 
to develop into trouble of some kind. 
The mere fact that a buyer wants a 
chassis indicates frequently that he pro- 
poses to put it to some use for which its 
designers never intended it. 

Not long ago a dealer was approached 
for a sale of a chassis. Inquiry developed 
the fact that on this chassis it was pro- 
posed to build a police patrol body. The 
body would weigh in the neighborhood 
of 1200 to 1500 pounds. In the vehicle 
at times might be carried ten or twelve 
big police officers and their captures. It 
was exceedingly probable that the car 
would be expected to tear through the 
streets at top speed regardless of 
whether the run was over asphalt, cob- 
bles, or the poorest kind of dirt roads. 

To stand such a strain a car should be 
built with extra heavy frame, special 
steering gear, special truss reinforce- 
ment, etc. A light pleasure car chassis 
burdened with the extra weight of body 
and two or three times as many occu- 
pants as its designers intended, reason- 
ably might be expected to go to pieces 
at an unexpected moment with dire 

Then of course the CAR would be 

To avoid these difficulties, and others 
that will occur to every dealer, we sug- 
gest that salesmen soft pedal all requests 
for chassis sales. 

The Sun Never Sets on Hudson Cars 

{Continued from Page j) 

At the factory at Detroit is maintained 
a thorough and efficient export organiza- 
tion to which come car-orders and other 
business from all parts of the world. This 
department works in close co-operation 
with the regular machinery of the fac- 
tory. Prompt and complete attention is 
given to export business. 

f^HIS brief outline of the great and 
^^ growing export business of the 
Hudson will undoubtedly prove interest- 
ing to dealers and salesmen. It is printed 
here for the purpose of furnishing infor- 
mation to be used in sales talks both with 
prospects who contemplate using their 
cars abroad, and also to demonstrate the 
world-wide organization of the Hudson 

Hudson owners may tour the world 
around and be well taken care of in prac- 
tically every country on the globe. 

CHE TRIANGLE made a mistake 
last week. At least it was a half- 
mistake. We printed the following item 
about a stolen car: 

1913 Hudson Model "37," blue roadster, 
car No. 37104, belonging to Donald McDon- 
ald, Jr., of Louisville, Kentucky, has been 
stolen. Report information to Sunbeam 
Motors Company, of Louisville, Ky. 

Of course nearly everyone knows that 
this should have read "SOUTHERN 
Motors Company of Louisville, Ky." 
But when you come to think of it that 
hustling, cheerful crowd are real SUN- 
BEAMS, so possibly we may be forgiven 
for the error. Therefore where the Tri- 
angle said "Sunbeam" read "Southern" 
and you've got it! 


Thank You for That Last 
Item! Come Again! 

A dealer writes of a Hudson owner who has 
owned 30 automobiles. He has just graduated 
into driving a Hudson Six 54. Like all the other 
Hudson owners he is simply in raptures over his 
new car. Says he never before really knew what 
motor-car satisfaction meant. 

Enthusiasm is one of the greatest forces in the 
world. B. O. Gamble, of the Gamble Motor Com- 
pany of Toledo, O., is one of the merry Hudson 
men who simply bubbles over with it. At the 
factory a few days ago he charmed all with his 
exuberant optimism. "This is the greatest car I 
ever sat in, bar none," he cried. "I've driven 
$5,000 and $6,000 cars and this new Hudson lays 
over them all. The people simply jam our sales- 
rooms. I'm going to have Northwestern Ohio 
dotted with Hudson Six 54's like the blossoms in 
a clover field." And he'll DO IT! 

Ed. Dickinson, of the Wray-Dickinson Com- 
pany, Hudson representatives at Shreveport, La., 
and his friend, Mr. J. C. Durham, have just re- 
turned from a strenuous vacation trip in a "54." 
It took them through Dallas, Austin, San An- 
tonio and other Texas cities, along the Mexican 
border to El Paso, and through the southern 
part of New Mexico. At an elevation of 9,000 
feet in the Sacramento mountains, they found 
three blankets comfortable. At other points there 
seemed danger of the rubber tires simply bubbling 
with the heat. The tour covered 2,963 miles. 
The big Hudson pulled through every difficulty 
and not an adjustment or repair was made during 
the entire trip. 

Send us the names of dealers who would make 
good subs, for you. We'll get after them from 
the factory and help you land them. 


having a goodly equipped factory de- 
voted to this work situated close along- 
side their own works — the Continental 
Motor Company. For the other com- 
ponents there is ample range of selection 
available — there are at least a dozen 
makers of rear axles and gear-boxes, two 
or three well-known producers of such 
parts as steering gears and front axles 
and so forth. 

Contracts covering the whole of the 
component parts of the new models are 
placed with the makers who are eventu- 
ally selected for the work, and with each 
contract is embodied the actual design, 
the detailed specification of the materials 
of construction and of the limits of accu- 
racy, and the proviso that the Hudson 
Company's inspecting engineer shall re- 
side at the component maker's factory 
during the whole of the manufacturing 
period. Thus the process of inspection 
is as thorough and continuous as it 
would be inside the walls of the home 
factory, and there can be no doubt as to 
the quality and workmanship of the 
finished product. It is just this which 
makes all the difference between a suc- 
cess and failure. 

The delivery of the finished compon- 
ents is arranged on a guaranteed rate — 
which is very wisely placed about two or 
three weeks ahead of requirements, to 
guard against any possibility of trouble 
through a railroad strike or other cause 
of delay. At the Hudson factory all 
parts are again inspected — more particu- 
larly, this time, as to their external 

{Continued from page 2) 

dimensions, so that each part will fit into 
place with its surroundings. 

What Assemblage Really Means. 

XT must not be thought that the 
actual work now consists of merely 
throwing these components together 
and then of giving the finished product a 
casual testing. On the contrary, the 
actual process of chassis assembly is car- 
ried on with much greater care and accu- 
racy of workmanship than is customary 
in the majority of automobile shops — 
very probably because the factory man- 
agement can concentrate on this work 
instead of having to divide its energies 
over the. whole of the manufacturing 

As an example of the work done before 
the chassis is erected, it may be said 
that the bolt-holes in the engine, gear- 
box, and all parts which have to be 
bolted up together are hand-reamed out 
to guage, and, similarly, all the frame 
holes are measured up to guage and 
reamed out. The subsequent fitting to- 
gether of the parts calls for no particular 
attention save to remark that instead of 
the men moving along from chassis to 
chassis to perform each his allotted task, 
the individual chassis, mounted on an 
easily-moved trolley, is rolled progress- 
ively down the long shop with the result 
that each man has his tools and equip- 
ment permanently located at his own 
bench and can in consequence presum- 
ably do better work. 

The body-fitting shops are situated 

above the chassis section and ample 
space and good lighting have been re- 
garded as the essential accompaniments 
of good quality production. As no doubt 
most readers are aware, the standard 
Hudson body is an artistic and well-de- 
signed style, with good accommodation 
for driver and passengers. 

When the body has been fitted, and be- 
fore the final fitting of all the detail 
parts, the road testing and adjustments 
are made, though, as a matter of fact, 
the advantage of standardized construc- 
tion in minimizing the amount of indi- 
vidual testing required is very well dem- 
onstrated here. It is found that there 
is remarkably small variation in running 
qualities between one car and another of 
the same type, and the adjustments 
which are required are, normally, of a 
very minor nature. 

(Here followed a technical description of the 
current Hudson models.) 

Value of a Common Lay-Out. 

i^\ HE whole of the design of the 
V*/ Hudson car is on pleasing and well- 
accepted lines, with a degree of refine- 
ment and of detail work which is the 
exception rather than the rule in Am- 
erican-built cars. 

Altogether, the Hudson is a creditable 
production in every way, justifying this 
specialized system of manufacture (if run 
concurrently with such careful design 
and close supervision as obtains in the 
case of the Hudson Co.), and reflecting 
great credit on Mr. Chapin, Mr. Coffin, 
and his band of trusty engineers. 

Digitized by V^i 

■•■y »y wc nugwn motor \*ar v»o M in ine interests or nuason isisaiDucors, iseaiers ana oaiesmen 

HERE'S a great story to tell to your prospects ! 
It is a true story. 
It will interest any man or any woman in the Hudson Six 54. 

President Chapin has told it a dozen times or more in Detroit and in New York. He vouches 
for its power to interest all. 

It's the story of how the Hudson engineers turned artists. How they succeeded in putting into tangible 
and practical form an ideal that, on first consideration, seemed almost unattainable. 

Tell this story to your prospects. Hang a whole sales solicitation on it. Use it to interest the indifferent 
buyer. Push it into the gap when there seems nothing more that can be said about the car. Handle it as a 
lever to pry your prospect loose from the motor and to focus attention on the beauty of the car. 

Motor-Car Distinctiveness Shown in Body Lines. 

OUTWARDLY, automobile development has reached a 
point where distinction can be secured only through 
grace and beauty of design. 

Modern motor-cars are pretty much alike in general ap- 

Something out of the ordinary is needed to make a car a 

The Hudson designers realized this. They knew how 
fore-doors swept the world. They were leaders in the triumph 
of the self-starter. 

They recognized that in this question of body design lay 
the opportunity for another epoch-making improvement. 
Just as all cars now have fore-doors, and as all leading cars 
are self-cranking, so it was inevitable that the future would 
develop a distinctive style in body-design. It would be en- 
tirely different from the relics of the "buggy" days. It prob- 
ably would be utterly unlike existing models. 

Based on their accurate knowledge of and familiarity 
with motor-car designs of all the world, the Hudson body 
designers concluded that in the so-called "streamline" body 
lay the nucleus of the style that would dominate. 

The Search for the True Streamline Body. 

I^v HE credit for the IDEA of the streamline body is claimed 
vly by many. It really is old. It doubtless originated 
among marine designers who aimed at lessened water resist- 
ance in the design of their ships. 

As applied to motor-cars, the Germans were probably 
first to use it. Their Prince Henry body type approximated 
most nearly the true streamline effect. 

Other less nearly perfect models had appeared among 
the French, English, Italian and Belgian cars. 

Photographs, blue prints, and exact measurements of 
these various types were secured by the Hudson designers. 
Officers of the company visited European cities and inspected 
the cars. 

It was evident that with some modifications and refine- 
ments the long-desired was found. True the strictly European 
body would probably not suit American fastidiousness. But 

the germ was there. With some changes it was the ideal they 
long had sought. 

They brought the design to New York. There a group 
of Hudson engineers and designers wrestled with it. They 
evolved lines and curves — on paper — that looked good. They 
decided they would put them into concrete form and try them 

They came back to the factory at Detroit. 

In the factory of the Hudson Motor Car Company is a 
complete body-building plant. In fact — in their experimental 
section — the company builds its model cars from the ground 
up. So it would be easy — the designers thought — to put their 
blue prints into concrete form. To build the body they 
sought in wood or metal. 

But to put it into physical form proved difficult. For a 
time it seemed impossible. The lines would not come right. 
The beauty proved elusive. 

The ideal was there. THE TRUE STREAMLINE 
all efforts to capture its fascinating grace and allurement. 

At last some bright thinker suggested: "Why not turn 
sculptor? Why not MODEL THE WHOLE THING IN 

They did so. They built a frame of wood. And over it 
they applied modeler's wax in lavish abundance. Finally the 
true streamline body stood before them — just as they had 
dreamed it! 

Every curve and graceful line and surface was revealed 
in full perfection. It EXCEEDED their fondest expecta- 
tions. It was MORE beautiful than they had hoped for. 

Nowhere in the world was there its equal. None had 
ever seen a car like it. 

"It will be the most beautiful car in the world!" declared 
President Chapin, Designer Coffin, General Manager Jackson 
and Chief Engineer Behn when they finally approved the com- 
pleted model. 

The Cloud That Dimmed the Sun of Success. 

T the height of their triumph disaster threatened. 
They called in their workers in metal, in sheet steel, 
in aluminum, in other materials. "Build us a body like that," 
they said, and they pointed to their waxen beauty. 

(Continued on bottom of page 3) 

uigiiizea oy 


o d 





Closing a Sale to an ■ 

"Outdoors Prospect" | 




fcERE'S a little "hunch" that may be the means of closing 
a sale to that "out-of-doors" man who has been holding 
off. Tell him you'll show him the slickest scheme ever devised 
for turning a Hudson Six 54 into a tent, bed, wardrobe, pro- 
tection from dampness, and a dozen other uses. Show him 
how he can load his duffle into his car, drive off to any spot 
he likes for a fishing or hunting trip, or just a plain "loafing" 
jaunt and have more than the comforts of a tent with none of 
its disadvantages. 

This rough sketch shows the "how" of it. It is taken from 
the practical experience of the inventor — a Southern medical 
man who uses it to excellent purpose. 

Stuff to carry is: four stout folding camp stools; one mat- 
tress pad and pillow, rolled and strapped — or tickings only to 
be filled with leaves or straw; two extra front seat cushions, 
or their place may be taken by rolled coats, rugs, etc., two 
bed slats or pickets from a convenient fence — m an emer- 
gency branches of trees could be used. 

The "putting together" of the motor-tent-house will be 
clear from the diagram. The slats are laid across the tonneau 
doors and on them are placed the two borrowed front 
cushions, or the roll of rugs, coats and other duffle. The 
rear cushion is elevated on two of the camp stools, the front 
cushions are treated in the same way. The mattress pad is 
placed across the top of it all. Mosquito bar may be carried 
and used around the sides, or the curtains may be dropped if 
it rains. 

Try this out on your own fall vacation. And sell your out- 
door prospects the idea provided they sign order before you 
tell them the scheme! 





rN'T this pretty close to the record for 
If anyone can beat it won't they please send 
in the story. 

H. Russell Wilson, that hustling and cheery 
chap from the office of the Montreal distributors* 
reports how one of his owners — name omitted on 
request — has driven his Hudson 54 a little over 
500 miles, and in a 75-mile contest recently the 
car consumed only 5 gallons of gasoline, or an 
average of 15 miles to the gallon. 


1 Immune Against Other Cars I 


/jrtORK to get your owners into this frame of mind. 
Vl/ Take a leaf out of the selling book of the Gordon 
men. They are real "merchants." A merchant is a 
man who is past master of the selling art. There's 
more in selling motor-cars than merely to walk the 
streets calling on prospects. 

Gordon Motor Co. , 

Riohaoad, Va. 
Daar 8ir»: 

I rtetntly Bade a tour through parts of the 
states of lew York and lew Jersey, and the results 
obtained frost my HUD80I 8IZ were Tory satisfactory and 
far surpassed ay expectations. 

When anyone states that a six-cylinder oar is 
an exoessiyo consumer of gasoline, tell them that on a 
continuous run of 132 miles with only one stop and that 
for the purpose of putting water on my tires to cool 
them. I used only ten gallons of gas; this you see is 
13 2/10 miles to the gallon. 

I nerer dreamed that a regular stock oar could 
perform as my car did, for when I stopped to cool my 
tires from excessiTe speed, the tires were hotter than 
the radiator. 

You could comfortably rest your hand on the top 
of tho radiator. The water did not reaoh a boiling or 
steaming temperature at any time during the distance cf 
about 600 miles in fire days. My stops were from 100 to 
150 miles apart and I areragod about 43 miles per hour. 
This arerage was reduced to a considerable extent by 
haring to slow down In going through numerous small 
towns and at times being uncertain as to the oorrect 

The radiator was refilled only at night and at 
no time was orer a pint of water necessary to replenish 
that lost by eraporation. 

¥ou would naturally suppose from the foregoing 
that I am a booster for your HUD80I-8IX. There is only 
one objection and that is, "It will not perform without 

We are all human, and to an extent rain. I, 
therefore, know it will be gratifying to you to feel 
that one of your patrons is so well satisfied with your 
product that were he in the market for another car it 
would be unnecessary for any other demonstrator to offer 

Yours Tery truly, 


How the Hudson Six Was Modeled in Wax-Continued from PaB e one) 

But the body-builders shook their heads. "It is practi- 
cally impossible, they declared. "It is not commercially 
feasible. It can be done, of course, but the cost per body 
would be too great." 

But the Hudson men smiled unconcernedly. THEY 
were quite accustomed to doing what others called "impos- 

They merely repeated their order. 

"It MUST be done," they insisted. "If you haven't ma- 
chinery to do it you must INVENT new machinery. If dies 
and rolls never before were made for such an unusual num- 
ber of reverse curves, they must be made NOW. That body 

Dogged determination was pitted against conservatism. 
And — as usual— determination WON! The impossible was 
accomplished ! 

The Hudson Six 54 true streamline body was built. 
Every delicate curve and line of the wax model was re- 
produced in steel. Side by side the wax model and the car 
look just alike. 

Today the cars are running by hundreds in every state, 
over every road. And millions of people, hourly, are exclaim- 
ing over their wonderful beauty. 

Imitators and Nearly-Streamline Cars. 

(f^EFORE the Hudson was fairly on the road imitators 
JkzJ sprang up. The "just as good," and "just like the Hud- 
son" cry was heard. 

Some cars are catalogued as "streamline" that are pos- 
sessed of not one single element of the design. Cars with 
angles at the dash, with protruding side lights, with bulky tire 
carriers at the rear, with old-style hinges and door-fastenings 
have been so called. 

Desperate attempts have been made to copy the Hudson 
body. Hasty modifications of early announced styles were 
made after the Hudson lines became known. 

But in no single instance has success attended these ef- 
forts. Few care to travel the road that the Hudson designers 
trod. Nor is there now time to accomplish such a task. 

No! The Hudson LEADS, and rightfully so. "To the 
victor belongs the spoils." 

The motor public from sea to sea echoes the verdict of 
President Chapin and his associates. 

"The most beautiful car in the world," is the universal 


uigmzea oy 





The Hudson Doesn't Do It 



CHE following appeared on the edi- 
torial page of Automobile Topics: 
It seems most strange that after care- 
fully designing a streamline body that 
both offers little resistance to the air and 
appears pleasant to the eye, the manufac- 
turer will stick the spare tires at the rear. 
It is precisely at the rear of the car 
that a great deal of the drag of the air 
occurs, and there is a utilitarian as well 
as an artistic reason for the bulging back 
that is to be seen on many cars. The 
placing of the spares at the back is a 
double offense, with the clutter not only 
offending the eye but acting to annul 
what streamline effect the bulge may 

All of which is in perfect accord with 
the ideas of the Hudson designers. Hud- 
son cars are clean of all such offenses 
against beauty of line. The Hudson is 
the TRUE streamline body. You find 
no tires on the back of Hudson cars. 
And, by the way, it is also one of the 
VERY FEW real streamline designs on 

the market. So popular is the streamline 
form that some manufacturers who 
should know better are claiming the de- 
sign of their cars as "streamline," when 
it is not within shouting distance of such 
a term. 

A car that shows an angle at the dash, 
tires at the rear, protruding hinges or 
door fasteners* even a hood that does 
not slope from the radiator toward the 
dash, cannot properly be called of stream- 
line design. 

Last year's Hudson was much closer 
to the streamline effect than are many 
cars of 1914 that are trying to sail under 
the streamline banner. Yet we did not 
claim the 1913 design to be a TRUE 

For 1914 we HAVE the REAL thing. 
And a mighty hard task it was to get it, 
as you will read in this week's Triangle. 

That's an interesting story, by the way 
— on the first page. Have you read it? 

Books That Will Help to Sell Hudson Cars 

In thl« column will be found now and then a review of a book that la in the 
library at the office of the HudMon Motor Car Company In Detroit. The officer* of the 
company read thene hooka, the men at the factory read them* the district manager* 
and other representative* read them. We want every HUDSON dealer and aaleaman 
to read the aame book* we are reading:. Then we will all be apeaklna; the name Ian- 
grua&c and thinking; the name thougrhtn. Only thus can we thoroughly understand 
each other and thoroughly work tog-ether. After you read thla review, BUY THE 
BOOK and READ IT! It won't do you any grood unleaa you buy it and read it! 

^WALTER D. MOODY, who wrote 
f 11 "Men Who Sell Things," was for 
vl>/ over 20 years a traveling salesman, 
European buyer, sales manager and em- 

Every man who has anything to sell 
should read "Men Who Sell Things." 
Every salesman of experience knows that 
ideas and practical methods of selling 
goods are of the greatest value, and 
he also knows that it pays him to 
search for them. It takes brains to 
inYuence brains. Someone has said for 
every ten dollars that a high salaried 
man draws, he gets nine dollars for what 
he knows and one dollar for what he 
does. Every new idea aids in the sales- 
man's ultimate triumph. Adds the sound 
piece of timber to the structure of his 
final success. 

Chapter XIII entitled "The Mind as a 
Magnet," contains the germ of an idea 
that is worth everything in the world 
to young salesmen. This chapter im- 
plants the idea of mental condition and 
mental power. The laws that govern 
men's minds and their intercourse with 
each other have more to do with a sales- 
man's success than has the article that 
he sells, labor troubles, shortage in crops, 
war rumors, or circumstances of this 
kind. Practical psychology sounds very 
complicated, yet the study of it will be of 
more value to the salesman than almost 
any other one thing that he can take up. 
Salesmen have demonstrated the truth of 
these statements. They seldom hear a 
refusal. Customers who are prejudiced 
and obstinate, forget their natural com- 
bativeness when a salesman of this type 
appears. He gets their order sometimes 
without any argument at all, and also 
without any difficulty. It seems natural 
to people to agree with him, to accept 
hte ideas he advances, and to do very 
nearly what he wants them to do. This 

power of attraction that gives one man 
ascendency over others can be cultivated 
by anyone who is sufficiently persistent 
and painstaking in the effort. 

Chapter XII describing "The Right 
Kind of Salesmen," is an inspiration, and 
a whole course in salesmanship. It 
teaches the idea that successful sales- 
manship is a product of the positive qual- 
ity. The right kind of a salesman has 
what his negative brothers have not. In 
place of being a knocker, he is a booster. 
Instead of an order taker, he is a business 
getter. Instead of being fussy, or over- 
anxious, he is composed but aggressive. 
Instead of being quick tempered, he is 
self-poised and genial. 

The right kind of salesman has no 
fear of opposition, whether coming from 
his customers or from his competitors. 
All successful salesmen are optimistic. 
They see only the things that win* and 
recognize only the qualities that are at- 
tractive to their customers. It is lack 
of brain activity, lack of thinking, that 
keeps many salesmen year in and year 
out, doing the same old things in the 
same old way. Always at the bottom of 
the sheet. 

There is chapter after chapter in this 
book that is just as full of inspiration 
and value to salesmen as these that have 
been specially mentioned. Every sales- 
man who has aspirations for larger re- 
sults, better opportunities, will find this 
book full of great and helpful truths. The 
author runs the whole gamut of a sales- 
man's difficulties and tells just how to 
overcome them. 

"Men Who Sell Things," by Walter D. 
Moody, Published by A. C. McClurg & 
Co., Chicago. May be had from John V. 
Sheehan & Company, 178 Woodward 
Avenue, Detroit, Mich., for $1.00 post- 

"Everything comes to him who waits" 
but look out f° r int ena P 9no * iarl * out 
on the war path in search of it. 




Lots of Things Happen We Don't 
Hear About Unless You TELL Us. 

A. L. McCormick, vice-president of the South- 
ern Motors Company of Louisville, Ky. — down 
in the land of the "sunbeams" — reports a new 
twist to the joy-riding-motor-car-stealing game. 
Two young fellows stole Mr. McDonald's car as 
reported in last week's Triangle. They drove it 
on to the railroad track and left it there to be 
demolished by a train. Which occurred accord- 
ing to program. Then THE THIEVES entered 
claim against the railway for the smashed car! 
Those fellows have nerve enough to make good 
motor-car salesmen! 

Greenwald of Cleveland is a dealer who thinks. 
He is also a square business man and under- 
stands human nature. (As no one dares to con- 
tradict us we will proceed to tell our little story.) 
Greenwald is most careful with his shop charges. 
When a man gets a bill from him it is RIGHT. 
He doesn't figure to cut it down if the man 
kicks; and he doesn't make it a cent higher on 
an "easy mark." Some time ago he sent an 
owner a bill for something less than $100 for a 
fairly stiff job of repair work that was caused 
entirely by the owner's carelessness. The man 
kicked. But he didn't know Greenwald. Says 
Greenwald: "I'll tell you what I'll do. I'll re- 
ceipt the bill with or without a check, just as 
YOU say. Either the charge is right or it's 
ALL wrong. If it's right at all the price is 
right. Now what'U we do?" It's easy to guess 
that he got a check for the entire bill. Now the 
owner is one of his best and most easily satisfied 

Paris address is: 

Hudson Motor Car Company, 

7-9 Rue Chaptal, 


Paris, France. 

Tell it to your owners who are figuring on a 

tour through Europe. 

Chas. J. Moody, Hudson dealer at Elgin, Illi- 
nois, has a purchaser for the Mile-a-Minute road- 
ster of the 1912 Model, popularly known as the 
Speedster. He would like to hear from someone 
who has such a car for sale. A good price can be 
had. Anyone who has a Speedster of this type 
please correspond at once with Chas. J. Moody, 
Elgin, 111., stating condition of the car and other 
necessary information. 

We Learn To Do By Doing 

It's great to get letters like one that drifted in 
from H. H. Dillon of the H. H. Dillon Company 
at Lincoln, Nebraska. "The cars are here and 
our canvas sign is up and the salesroom is full of 
people. I think we are 100 per cent stronger 
this week than we were at the same period last 
season. Crops are nothing to brag about, but in 
spite of that fact we are going to have a record 
business. We have the car, and we're going to 
do the necessary work, and ALLOW NOTHING 
TO STOP US!" That's the stuff! It's an even 
bet that Dillon is Irish. He talks like one. 

E. C. Thompson, General Sales Manager of the 
Twin City Motor Car Company at Minneapolis, 
has a good scheme for interesting sub-dealers. 
It is to invite prospective good men into the city 
for a "get-together" luncheon at which they are 
enthused to the point of signing up for the Hud- 
son line. Of course it isn't a new thing but the 
application of it to the sub-dealer campaign is 
worth mention. 

J. W. Klein, one of the Merry Hudson Men in 
Utica, N. Y., tells of a Hudson 54 owner who 
traveled 503 miles of mountain through the Po- 
cono and Catskill mountains, using but 39$ gal- 
lons of gasoline and 9 pints of oil.. That is over 
13 miles per gallon THROUGH THE MOUN- 
TAINS! Running time was 22 hours and 31 
minutes. And Klein is particular about that odd 
minute, too, for he is a truthful man. Anyway, 
it's going some! 

Chas. J. Moody, Hudson dealer at Elgin, Illi- 
nois, has a purchaser for the Mile-a-Minute road- 
ster of the 1912 Model, popularly known as the 
Speedster. He would like to hear from someone 
who has such a car for sale. A good price can 
be had. Anyone who has a Speedster of this 
type please correspond at once with Chas. J. 
Moody, Elgin, 111., stating condition of the car 
and other necessary information. 

Digitized by VjOOV 

Published Weekly by the Hudson Motor Car Co., in the Interests of Hudson Distributors, Dealers and Salesmen 

Digitized by 



Digitized by 



Digitized by 





| The Best Booster — A Satisfied Owner! | 


^l'HE dealer's best salesman is a sat- 
t *) isfied owner. 

^^^ All the advertising in the world, 
all the form letters you can print and 
mail, the finest cars ever made, are ren- 
dered of no effect unless you have the 
word-of-mouth advertising of a lot of 
contented owners who are getting good 
satisfaction out of their cars. 

You know the story of Bill and the 
show at the theatre! How the advertis- 

ing was the best ever, and the show 
REALLY a good one, but when Jim 
asked Bill what the show was like, and 
BUI said "ROTTEN," Jim decided then 
that he wouldn't go. 

If an owner is asked how his car pleases 
him and HE says "rotten," all our adver- 
tising and all your salesmanship won't 
ever convince the questioner that the 
Hudson is what you claim. 

Therefore— DON'T OVERLOOK 

SERVICE — generous service — smiling, 
willing service — service that is as frank 
and free and cheerful as if it was your 
own car. Equip yourself to handle it; 
get men and machinery according to your 
needs; arrange a regular schedule; and in 
this way economize on time and expense. 
It will cost something to be sure. But 
you'll sell enough more cars to reimburse 
you half-a-dozen times over for your out- 

Poor service is almost worse than 
none. Good service pays better than any- 
thing else you can think of as a pure and 
simple SELLING SCHEME. Get your 
patrons boosting for you and for the 
Hudson car. You'll "own the town" if 
you work it right. 





*f f VERY vital and important part 
■ I of the agreement between the 
U. l» dealer or sub-dealer and the fac- 
tory is that we should have regular re- 
ports of the number of cars sold, on 
hand, on track, in sub-dealer's hands, etc. 
District Managers are endeavoring to 
collect this information, regularly, 
through the use of postal cars as repro- 
duced herewith. 

Some dealers, however, seem to regard 
this as a waste of time. They feel that 
they are "too busy selling cars," as one 
man expressed it, to make out these re- 

Now, gentlemen, if you stop a minute 
to give this thought, you will readily see 
the great value TO US ALL of having 
this information. Only in this way can 
we keep advised of the National trend 
of business. And on the National busi- 
ness depends largely the business of each 


iifmtHiininiinmiintuiumiii nm 

locality. It is for YOUR benefit and 
the benefit of every Hudson dealer, as 
well as of the factory, that we ask this. 






.... *» 

. .40 




As well might the Chief of the Fire 
Brigade censure a man for taking time to 
build a fire in the engine. How's the fire 
going to be put out if there is no steam 
in the engine and no water in the fire- 

'Judge the Future by the Past"J 

ffK HEN Hudson cars from the time of 
Vlx the first little roadster down to 
the 54 of last season give such magnifi- 
cent results in the hands of users it's an 
even bet that the 1914 cars will do 

Here's an efficiency story from the 
Pacific Coast that is worth remembering. 
Paste it in your hat and spring it on 
your prospect at the right spot. 

Hudsons are popular on the Pacific 
Coast where automobiling conditions are 
strenuous, owing to the mountainous 
country, and in some sections, very poor 

Yet "Lou" Ross of the Pacific Car Co., 
at Tacoma, says that out of 63 1912 "33's" 
sold in Tacoma, all are still in the 
original owners' hands with the excep- 
tion of two which were traded in for 
1913 Hudsons. 

Out of 38 1911 "33's" every car is still 
in the hands of the original owner. 

Ernest Schneider, Hudson dealer at 
North Yakima, Wash., was requested by 
one of his customers to secure a 1912 
"33," for which the prospect was willing 
to pay $1500 cash. Mr. Schneider had 
sold 18 of these models in his territory, 
but after calling on every one of the 18 
owners he could not find a single man 
who was willing to sell his car for $1500 
and he was forced to go to Seattle in 
order to secure one, and then he paid 
$1550 to the Seattle owner for it. 

Things move along so rapidly nowa- 
days that the man who says " It can't be 
done" is interrupted by the noise of the 
other fellow doing it. 

Complete Ads being set this Year \ 

HAST year we had a system of send- 
ing cuts of the car in various sizes 
to dealers. These were used in adver- 
tisements in local papers. 

This year we are trying out another 
system which we believe will result in 
better-looking ads. 

Where the local papers can use "mats" 
of the ads we are sending these for each 
ad. Where they cannot use mats we 
send, on request, complete stereotyped 
plates of the ads. 

Thus all that is necessary is for the 
dealer to furnish these to his local 
papers, space being left for his name and 
address to be inserted. The result, we 
hope, will be that in all papers, large and 
small, our ads will have the high-grade 
appearance of type and cut that is often 
impossible to get where ads are set by 
local papers and a variety of styles and 
sizes of type used. 

Of course, we can still furnish separate 
cuts where dealers have a use for them 
and will be glad to do so on request. 

These, however, should NOT be 
needed for regular advertising o n 
account of the method as above stated. 

How are you and we and all of us 
going to know how to direct intelligent 
action unles we are aware at all times of 
the exact condition of our stock and as 
far as possible that of our competitors! 

In unity is strength. Only team work 
wins in these days of fierce competition 
in the automobile business. If we pull 
together we'll all land winners. If we 
pull apart and work at cross purposes, 
we will none of us succeed. 

Help us to help you by sending these 
reports promptly as called for by the Dis- 
trict Manager. The dealer who gets the 
most help from the factory is the dealer 
who makes it possible for the factory to 
help him. 


>ip § 


Lots of Things Happen We Don't 
Hear About Unless You TELL Us. 



The charming young lady stenographer in the 
Memphis, Tennessee, office oi the Big Family 
representative has coined a new description for 
the "dimming" headlights of the 54. She refuses 
to admit that she speaks from experience but we 
have our doubts. Miss Currie calls them "oscu- 
lating** headlights, but whether she means that 
the girl in the seat BEHIND the lights is hav- 
ing the good time or whether it is the couple in 
the car AHEAD who bless the "dimmer" when 
the lights go down, she does not say. 

From what . is usually considered far-away 
Manila, in our Philippine possessions, comes the 
story of how the first "37" that arrived there 
has made 9,000 miles without a single adjust- 
ment to the lights or starter. It ran 4,300 miles 
on the original set of tires. All the "37's" in 
the Philippines are giving excellent satisfaction. 
This from Levy Hermanos, Big Family member 
in Manila, from whom we are always delighted 
to hear. 

Why is B. O. Gamble, of Toledo, like Theo- 
dore Roosevelt? One guess! Because the news- 
paper men can't keep him out of the news 
columns of the paper. Gamble is everlastingly 
doing something, or writing us something so 
good that we can't leave him out of the Triangle. 
This week in comes a story from one of Iris 
owners who says on a recent trip the people 
crowded about the new "54" as if it was a 
wreck or the first auto ever built. Must be 
"some car" when it excites so much interest in 
every section of the country. 

Charles H. Burman, erstwhile a Hudson hustler 
under the Union Jack, is now boosting things 
with the Harrison Co., at San Francisco. The 
Triangle is indebted to him for a copy of a 
recent handsome announcement sent out to a 
preferred prospect list. This high grade style of 
doing things wins attention from the leading 

EeopTe in every community. Other dealers also 
ave found the well gotten out announcement to 
be a big puller. 

Messrs. Bezner and Olt are doing things in 
Paris. And ere long the triangle on the radi- 
ator promises to be a very familiar sight on the 
streets and roads of the Eastern hemisphere. As 
indicative of the fine class of buyers it is inter- 
esting to know that on Sunday, August 10th, 
the beginning of the "Grande Semaine" (Big 
Week) at Trouville, probably the most promi- 
nent seaside place in France during August, 
there were seen on the streets five Hudson cars, 
including two 1912 Model "33" closed cars, one 
Model "37" closed car, one Model "54" closed 
car and one Model "54" seven passenger tour- 
ing car. Trouville at this time is filled with 
prominent people from all countries. 



t- Bids tin 







Magnificent Ocean to Ocean Highway Appeals 

to all Motorists— Proclamation Posted 

In all Sections of United States 

To every Hudson dealer has been sent a 
copy of the splendid proclamation of the 
great Lincoln Highway. Also a letter re- 
questing co-operation with and support of 
the project. The proclamation appeared 
everywhere in the United States on Septem- 
ber 14th; 150,000 posters were spread broad- 
cast. Rarely has a nation-wide movement 
received such salvos of enthusiasm. Motor- 
ists especially are so filled with the fascin- 
ation of the tremendous idea that it is the 
main topic of conversation. The public gen- 
erally also realizes the magnificence of the 
work and its perfect fitness as a memorial of 
one who has been called "the greatest 

There naturally will be some criticism of 
the selected route. Yet it is highly gratify- 
ing to note the spirit of broadmindedness 
and unselfishness that is evident from coast 
to coast. It is realized that the highway can- 
not possibly pass through every state, or 
every city. The route selected is the most 
direct and practical, taking into considera- 
tion grades, topography, and present and 
probable condition of roads. While it fails 
to touch several large cities, yet it passes so 
close to main centers of population that an 
easy drive will enable practically every mo- 
tor-car owner in the country to utilize the 
great road. 

Dealers and motor-car owners should make 
it a point to push the construction of "feed- 
ers" to this main road. From every city and 
town along the route branch roads should 
be built. In this way every motor-car owner 
will be able quickly and easily to reach the 
across- the-continent highway. 

Expensive construction is by no means 
necessary. Concrete makes a wonderfully 
satisfactory and economical road, but good 
gravel or even well-cared for dirt roads are 
by no means to be despised. A country road 
cared for at time of rain and wet by the use 
of the split-log drag will be far in advance 
of the average. A few day's road work with 
gravel and cinders, if intelligently directed, 
will turn quagmires into almost boulevards. 

Bear in mind that good roads are tine sales- 
men for motor-cars. The good roads move- 
ment is making it possible to sell many thou- 
sands more motor-cars than otherwise could 
be done. From selfish motives only there- 
fore it is important to all Hudson dealers to 
take a very active interest in all local good 
roads movements. 

Great Road Will Cost $10,000,000 

It is estimated that the highway will cost 
$10,000,000. It is to be made as nearly a 
perfect road throughout its entire length as 
engineering and road-building skill can 
make it. Concrete will enter into the con- 
struction of probably the greater part of it. 
This fund of $10,000,000 is to be raised by 

popular subscription. Already some $5,000,- 
000 has been subscribed. The Hudson Motor 
Car Company — as you probably know — con- 
tributed $100,000. President Chapin is an 
active member of the Board of Directors 
and is intensely interested in the project. 

Contributions are requested from all. 
Motor-car owners who send $5.00 to Lincoln 
Highway, Detroit, Michigan, will receive en- 
graved contributor's certificate, Car Emblem 
and Membership Card. 

Will you lend YOUR aid in your own 
locality to spreading the appeal for this 
wonderful work? 


Every User of Delco System Follows Hudson 

Method of Single Wire— Sixty-Six Per Cent 

Electric Starters are Delco. 

Mr. Harrison of the Delco factory gives 
some excellent selling information in refer- 
ence to the electric starting and lighting 
system. For the season of 1914 every motor- 
car maker who has adopted the Delco start- 
ing, ignition and lighting system has se- 
lected the single wire type identical with 
that used by the Hudson. This is a very 
gratifying endorsement of the judgment of 
the Hudson in its use of the single wire 

Some of the motor-car manufacturers who 
will use the Delco system in 1914 are: Cadil- 
lac, Stevens-Duryea, Oakland, Cole, Buick. 
The Pierce-Arrow also has used the single 
wire system for the past year and continue it 
again for 1914. 

More than 66 per cent of the electric 
starters which will be used for the season of 
1914 will be manufactured by the Delco 
company. These figures are not in the least 
exaggerated. The company placed an ad- 
vertisement in the Saturday Evening Post, 
and following its usual custom the ad was 
not accepted until the Post had investigated 
the statements made and assured themselves 
that this claim of 66 per cent was correct. 

Paste these in your hat for future refer- 


Within a day or two dealers will receive 
the new "Chug! Chug! Chug! Chug!" win- 
dow posters. They're great eye-catchers. 
They will stop every motorist who passes. 
Their message is short, snappy, convincing, 
easily remembered. Stick them up inside 
your show-windows. 

This poster is not supposed to be "high 
brow" salesmanship. It is just a little novel 
way of attracting attention to you and to 
the Hudson Six. But it has a definite mes- 
sage and contains a definite idea that long 
will linger in a prospect's mind when other 
and perhaps more complicated arguments 
might slip past. 

Tell us what is the effect of the posters. 
We don't hear from you half often enough. 
Send us a picture postal if you haven't time 
to write a formal letter! 


Difficult and Delicate Work of Body-Makers— 

Why Hudson Cars So Long Retain Their 

Beauty of Color and Lustre 

The finish on a modern high-class motor- 
car body, such for instance as the Hudson 
Six 54, is the result of much research and 
experimentation on the part of those con- 
cerned in that division of motor-car produc- 

Formerly automobile bodies were made of 
wood and coach-painting methods which had 
been in use for years were well adapted to 
the requirements of the motor-car builder. 
Among the other improvements, however, 
the metal body came in. It caused an im- 
mense amount of trouble in the matter of 
finish, because it presented a surface on 
which the coach-painting and varnishing 
methods gave an entirely different and un- 
satisfactory result. The problem was 
solved only after countless experiments with 
materials and the treatment of same. The 
modern metal body is now made to carry as 
nearly perfect a finish, both as to appearance 
and wearing qualities, as ever has been 
placed upon any vehicle. 

Perfect Working Surface Essential. 

The first requirement is that every atom 
of foreign matter, such as acids or grease 
used during construction of the body, must 
be removed and every trace of oxidation 
eliminated not only from the surface of the 
metal but from the pores as well. This is 
accomplished by a thorough sand-blasting, 
after which the body is immediately taken 
into a room heated to a temperature of sev- 
enty degrees by a hot air blast, which also 
removes all dust and dampness that may 
be in the atmosphere. If, upon leaving this 
room, the body were permitted to stand in 
the open air for a period even of five min- 
utes oxidation would result, although pos- 
sibly only to a microscopic extent, and this 
is the basis of the majority of troubles con- 
fronting the automobile body-painter. 

Hudson bodies immediately upon leaving 
the sand-blasting and cleaning rooms are 
given their first coat, known as the primer, 
applied under eighty degrees of heat and 
effectually covering the metal and sealing its 
pores. Upon this operation depends the en- 
tire result of the body finish. The primer 
is composed of the very best lead, varnish 
and turpentine that can be obtained. 

This coat, after being thoroughly dried, is 
followed by the lead coat, which forms the 
foundation on which the surface is built up. 
The body then receives six surfacing coats, 
known as rough-stuff. These rough-stuff 
coats form the permanent surface of the 
body and should the slightest mistake occur 
in their mixture or application much trouble 
would result. 

The components of the materials used on 
Hudson bodies have been determined by 
scientific research work so as to secure a 
(Continued on Page 3, Col. 1) 

Digitized by \JUUV LC 


(ftflftitlsoii triangle 



Considered as First Class Matter by Every Live, 

Prosperous Hudson Dealer. 




The French tried to build the Panama 
Canal. They failed, miserably. The Amer- 
icans attempted the same task and the job 
is practically finished. Wherein lay the dif- 
ference? Why did one succeed where the 
other failed? 

One of the great reasons was that the 
French were in such a hurry to get to work 
that they started without proper preparation 
for the task. They neglected sanitation, dis- 
regarded the influence of climate, made no 
provision for the welfare of the human ele- 
ment. The United States spent long months 
and thousands of dollars in fighting the 
mosquito, in draining the swamps, in get- 
ting ready. The dear public fretted and 
clamored; yellow newspapers howled their 
their heads off; but the men on the job went 
quietly on with their work. 

When all was systematized and organized, 
dirt began to fly — and it has been flying suc- 
cessfully ever since. 

Motor car dealers can learn something 
from this object lesson of the power of pre- 
paredness. To jump into the selling of 
automobiles when half-ready means failure. 
To spend all one's time running after phan- 
tom prospects and failing to close them be- 
cause of some defect in the selling organiza- 
tion is merely wasting time and money. 
Better take a week, or a month, or six 
months "getting ready" and be able to do 
effective work in the end than to hustle like 
mad for twice that time and fail for lack 
of intelligent mental and business equip- 


Hundreds of names of prospective pur- 
chasers come to the factory in every mail. 
We have an excellent system of answering 
these letters, mailing a card of introduc- 
tion to the nearest dealer, and sending to the 
dealer the name and address of the inquirer. 

A part of the system is that the dealer 
shall report to us the results of his call, or 
the prospect's call. Very many dealers do 
this promptly. But others do not. These 
latter would confer a favor on us if they 
would kindly arrange their office system 
so that it will be somebody's business to 
send these return reports to the factory. 

In asking this we are not trying to "butt 
in" on a dealer's business. It would almost 
seem that when we secure the prospect for 
him through costly advertising, and take 
the trouble to send him the name and ad- 
dress, we really might expect some pro- 
prietary interest in the same. A prospect 
is a cash asset to a dealer. Every fresh one 
he secures is a new opportunity for profit. 
His business is built on them. The factory 
therefore is furnishing him valuable and ex- 
pensive assistance, and surely is entitled 
to the small return of knowing whether or 
not the prospect proved a resultful one. 

Will dealers who are not now sending in 
these return reports kindly do us the favor 
to look this up and see that the system is 
installed or revived? 


Instruction Books for the 1914 Hudson 

Six 54 have now been received from the 

printers and are going out with each car. 

There also is sent a book of instruc- 

tions published by the Dayton Engineering 
Laboratories Company on the Delco system. 
A third book is included, telling how to use 
the Whitemore Lubricating Compounds. 

To all dealers a supply of these books are 
being sent so they may be distributed to 
owners who already have received their car. 
This supply is sent to take care of sales 
already made. Hereafter each car will have 
the regular instruction book included with 

In line with our various suggestions as to 
service, we again remind dealers that the 
best part of their service to an owner is to 
go over with him the Instruction Book at the 
time the car is sold, explaining the most 
important points, such as lubrication, etc., 
so that he may be posted on the care of his 
car and thus avoid difficulties and annoy- 
ance. The importance of studying the In- 
struction Book cannot be too strongly im- 
pressed upon buyers. Very many of them 
will not take the trouble to read the book 
unless they are urged to do so. We there- 
fore are reminding dealers once more of 
the necessity of paying particular attention 
to this point. 


Reading the TRIANGLE is not enough. 
It must be studied. It is a small publica- 
tion. Every word in it can be read in less 
than a half hour. But a half-hour's read- 
ing only is not going to effect the purpose 
for which it is intended. 

The TRIANGLE is not published for 
amusement. It's purpose is wider than 
merely to act as a vehicle for carrying cir- 
cular letter matter to dealers. 

Three leading thoughts are ever in the 
minds of the editorial and publishing staff 
— to assist the dealer in selling Hudson cars; 
to co-operate with him in giving best pos- 
sible service to Hudson owners; to help him 
to work every corner of his territory to 100 
per cent advantage. 

W<? talk weekly with "all sorts and con- 
ditions of men." Our audience is mixed. 
In the mass all dealers are alike. Yet in- 
dividually they differ. We have Northern, 
Southern, Eastern and Western men. Some 
are college men. Some are men who have 
risen by sheer force of energy and persever- 
ance. Some are keen, brilliant, flashing like 
the facets of a diamond. Others are slow of 
speech and action, stolid, unimaginative. 
Some sell motor cars mainly for the fun 
there is in it With others it means their 
daily bread and butter. Some are as neat 
and immaculate in their salesrooms as is 
an old-maid housekeeper. Others are care- 
less, reckoning appearances as of little value, 
and a few cobwebs and some dirt and dis- 
order as having no effect on their sales of 

Thus to make each issue of the TRI- 
ANGLE carry a personal message to every 
member of this Big Family is no idle task. 
To write something that will awaken a re- 
sponsive chord in the mind of every dealer 
and salesman is not easy. To avoid criti- 
cism is impossible. To please or even in- 
terest every man every week simply hope- 

Yet, in the long run, we accomplish our 
aim. Hudson dealers are growing to be 
better merchants. Cars are more readily 
sold today than they were. In spite of the 
increasing problems of the business dealers 
are generally more prosperous than ever 
before. Hudson dealers are doing better 
team work. They are speaking the same 
language, reading the same books, thinking 
the same thoughts. 

Our ideal yet may be realized when in 
every town and city the best dealer will be 
the Hudson dealer, the best service the 
Hudson service, the best satisfied owners 
Hudson owners. 

We can accomplish this only by having 
dealers everywhere study every article and 
every word in every issue of the TRI- 
ANGLE. It all will be found of interest. 

It always will have a bearing on the dealer's 
daily business and problems. You may 
not always recognize the purpose. At times 
it lies deep beneath the surface. But dig 
for it and you'll reach the gold. 


Satisfied customers is the specialty of the 
Memphis Motor Co., at Memphis, Tenn. 
Owners write them unsolicited commenda- 
tions of the car and of the way In which 
they give satisfaction. In a recent letter 
an owner states: "I went 161 miles on 10 
gallons of gasoline, with seven in the car. 
In some places water was over axles. Car 
pulled the hills like a locomotive." That 
mileage sounds pretty high but evidently 
the owner is well pleased with the 54. 
Which is the milk in the cocoanut after 

Now comes Columbus, Ohio, and says it is 
"going some." It seems that a Hudson 
Hustler by the name of Schwartz is turning 
his hand to turning owners of what are 
called "High - Priced" cars into Hudson 
drivers. Recently he transformed two of 
these "P-P-P" owners by taking their old 
cars off their hands and supplying them 
with brand new 1914's. It was no "long 
trade" either, for he made a nice profit on 
both deals. 

This week we refuse to mention that 
Toledo man with the name that sounds 
something like roulette. He's in the spot 
light altogether too much. Anyway he's 
just putting in a service system that he 
allows will lay over anything called by that 
name in Northwestern Ohio. (New York, 
Chicago, San Francisco and Los Angeles 
also please note.) 

C. E. Flory of the Buffalo Boosters de- 
partment of the Big Family is a record- 
breaker for Interesting publicity Items. He 
not only uses all the factory sends him but 
he originates "dope*' of his own that is 
A No. 1. His stuff is chatty, bright, inter- 
esting. And yet any dealer can do it if he 
will only try. Why don't more of our 
friends keep the local newspapers full of 
Hudson gossip? It pays! 

The Motormart of Youngstown, Ohio, 
joins the ranks of dealers who are sending 
in glowing testimonials for the '14. An 
owner writes them that he tried out his new 
car for the first trip by running it 188 miles 
over the Allegheny mountains. It did the 
trick on 14 gallons. No trouble. No dust— 
the other cars got that. "Speed seems to have 
no definite limit" the owner exclaims. 

Commodore Decker, of Keokuk, Iowa, 
breezed into the factory last week. Now and 
again the Commodore takes a day off from 
telling about the wonderful new canal and 
water-power and sells some Hudsons. Any 
younger man who thinks only the boys of 
under thirty have "pep" should meet the 
Commodore of the Mississippi Power Boat 
Association. Their theories would receive a 
severe set-back. 

Hudson Maintains Mileage. 
A. H. Patterson, of Patterson's Garage, 
Hudson dealer at Stockton, Cal., advises that 
the average mileage of a Hudson Six 54 on 
test was 14.6 miles to the gallon of gasoline. 
This mileage over the mountains of Cali- 
fornia is regarded as probably better than 
any other car of the class. 

Observations of Old Cap Whipple. 

The social line is tightly drawn in our 
village. The six-cylinder folk won't speak 
to the four-< [5 ^er^lk^p^ ( 




Here's an Answer For It— Small Percentage 
Driving Done in Mud. 

You will be told, in a superior manner, 
that the wire wheel "won't work" on a 
muddy road. That the mud will collect 
around the spokes and hub and stick there. 
Allowing that a certain amount of mud will 
stick to a wire wheel — or any wheel — under 
certain conditions, what of it? It has no 
effect on the good points of the wire wheel. 
It does not reduce its resiliency, or its tire 
cooling ability, or its springiness, or less tire 
wear, or better braking. It does increase 
the weight by the amount of mud that clings. 
Just as the weight of a wooden wheel also is 

But these are abnormal conditions. You 
drive 50 miles on good roads for every 1 mile 
on a road so muddy that it would fill up a 
wheel. And after all a few buckets of water 
or a hose will remove the mud in a few 
minutes. If anything, the wire wheel has 
something the advantage on mud roads. 

This is not presented as a selling point but 
merely to offset criticism on this score. As a 
matter of fact there is practically no differ- 
ence in working qualities of either wheel 
under these conditions. Mud of a certain 
stickiness and consistency will cling to either 
wheel. But the slightly added weight has 
little effect provided the traction of the 
wheels is satisfactory. 

Shipping Platform and Repository 

jVottf in Use at Hudson Factory 

High Quality of Hudson 

Body, Finish and Materials 

(Continued from Panre 1, Col. 3) 

high degree of elasticity that will withstand 
the extremes of heat and cold to which the 
metal body is subjected, and the consequent 
expansion and contraction of same. Every 
item of material used is given a laboratory 
test to assure its being up to the Hudson 
Securing the Lasting Lustre of Hudson Cars. 

Upon the application of the last coat of 
rough-stuff and the thorough drying of same 
the body is given a thorough rubbing with 
pumice stone and water, so that an abso- 
lutely uniform surface is procured, and the 
ground coat is then applied and acts as a 
seal, preventing the absorption by the rough- 
stuff of the oils contained in the varnish and 
which give the lustre, or "life" to the fin- 
ished body. This is followed by a thorough 
brushing of the painted surface with a rough 
bristle brush to remove all loose pigment 
and the second ground coat is applied. This 
second ground coat is slightly different in 
composition and contains a small amount of 

Prior to the application of the next coat, 
known as the color coat, the surface is 
rubbed with curled hair to remove any 
slight imperfections of surface due to par- 
tially detached pigment. The color coat is a 
very delicate and sensitive mixture and is 
applied with a fine camel-hair brush so that 
it may be laid on evenly and without streak- 

The body is now thoroughly gone over to 
remove all foreign substances and for this 
purpose an especially designed duster is 
used so there will be no possibility of 
scratching the surface. 

Difficult and Delicate Varnish Work. 

At this stage of the operations the body 
is ready for its first varnish coat, the first 
co lor- varnish, composed of an extra fine 
grade of rubbing-varnish so mixed and 
blended as to avoid any sign of brush marks 
after being applied. Were the slightest ex- 
cess of color pigment to be contained in this 
coat it would not flow evenly on the body 

The new Repository and Shipping Plat- 
form is now in use. It much facilitates the 
handling of cars. The congestion and slower 
loading time of the old quarters has been 
done away with. The shipping department 
now thinks it can keep up with any factory 
spurt, no matter how remarkable it may be. 

The new Repository is 582 feet long by 
72 feet wide. A driveway leads through the 

center of the building. A covered loading 
platform 20 feet wide extends the entire 
length of the building. From this platform 
loading is done directly into box cars. 

The new building is of steel framing with 
brick side walls. Practically all of the sides 
are of doors. Approaches are arranged so 
that cars are driven directly onto the ship- 
ping platforms. 

and would leave small patches of unbroken 
color throughout the job, which would re- 
sult in minute pit-holes after being cleaned 

This coat is allowed to stand forty-eight 
to seventy-two hours, dependent upon 
weather conditions, and is followed by the 
first rubbing-varnish, composed of a very 
fine grade of varnish slightly tinted with the 
color desired upon the finished job. 

After another seventy- two hour wait, this 
coat is rubbed under water with finely- 
ground pumice-stone used on a felt pad, and 
a perfect surface is secured. The body is 
then held for twelve hours, so that it may 
be absolutely free from moisture and a sec- 
ond coat of rubbing-varnish is applied under 
similar conditions and precautions, followed 
by a third coat in like manner, and the sur- 
face is again carefully rubbed. 

The next step is to stripe the body, and 
twenty-four hours is allowed for the stripe 
to dry. 

From the striping room the body is de- 
livered to the upholstering department and 
is then returned to the painters for com- 

Upon its receipt from the upholsterers 
the body is taken to the "clean-up deck" 
and rubbed with rotten-stone and water. 
Filtered water is used in this operation to 
avoid any grease or impurities that might 
possibly come in with water used directly 
from the city mains. 

Tempering the Finished Job. 

The cleaned body is then taken to the dry 
room and kept there under a temperature of 
eighty degrees of heat until all the moisture 
has been removed and the body-metal so 
warmed that upon entering the finishing 
room there will be no danger of the finish- 
ing varnish being chilled. This finishing 
varnish is extremely sensitive and is stored 
under a temperature exactly the same as 
that of the dry room from which the body 

While, as you will have seen from the 
above, skill and care in workmanship and 
absolute perfection in materials have been 
required in all the operations performed 
up to this stage, in the application of the 
finishing varnish these attributes are essen- 
tial in the superlative degree in order that 
this coat may be given an even flow over 

the entire body and maintain a uniform 
depth of substance. 

After a critical examination to see that 
there are no dust or bubbles left in the 
varnish the body is taken to the dark-room, 
or drying-room, equipped with a forced 
ventilation which removes from the room 
all varnish fumes due to the evaporation 
of the oils and turpentines in the varnish 
and which would kill the depth and lustre 
of the finish if allowed to remain. 

When forty-eight hours have elapsed the 
body is taken from the dark room to the 
assembling floor and fitted with the handles, 
scuff-plates and other accessories and then 
passed on to the showering rack where it is 
thoroughly showered with cold water and 
dried with chamois. 

This is done to avoid spotting of the 
varnish caused by rain and dust and at this 
point a word of caution and advice to the 
car-owner may not be amiss. 

How Owners Can Keep Cars Looking Like 


It would be a very good plan for the owner 
upon receipt of his car to give the body a 
good showering and, with a chamois skin 
soaked in water and then wrung almost dry, 
to go over it and wipe up all water remain- 
ing on the body. Also should he encounter 
bad mud roads and the body become mud- 
splashed he should wash same off with 
water and a soft sponge before the mud 
spots have dried and then go over it with 
a chamois as above. This will prevent spot- 
ted varnish. 

Various kinds of earth when mixed with 
water have different actions on the finish. 
In some cases clay when allowed to dry 
has a drawing effect, similar to a plaster 
on the human body, and much of the dirt 
and ashes dumped in the roads contains lye, 
while the alkali roads In some western 
states will destroy any finish ever put on 
unless these precautions are taken. 

All paint materials and varnishes used 
in the finishing of Hudson bodies are of the 
highest quality that money can buy and 
have been subjected to careful analysis. 
They are what exhaustive research work 
has determined best for the purpose and if 
proper attention is given as suggested, the 
owner will be rewarded with a long-lived 
finish and a continued "as good as new" ap- 
pearance^hfc^r. (^OOg 


"Laugh and the World Laughs With You" 

Only good-tempered people are buyers. No 
one ever sold a motor-car to a man with a grouch. 
The buying mood is a cheerful mood. Smile and 
you'll make sales. 

"Laugh and the world laughs with you" is con- 
densed human nature. Cheerfulness is contag- 
ious. Happiness is hypnotic. You get to a 
man's bank book with a grin quicker than with 
a growl. 

Therefore SMILE! And keep on smiling. 
Meet your prospect with cheerful eyes and a 
laughing tongue. You may not find it a gold 
mine when first you try it but keep at it for a 
month and it will begin to make an impression. 

The old proverb of the "soft answer that 
turneth away wrath" is only a variation of the 
smiling scheme. No man can quarrel with a 
smile. Few men can argue unless they grow 
more or less verbally violent. And violence and 
smiles can't exist under the same roof. 

Thomas DeWitt Talmage told how Merryman 
and Warmgrasp came to town, poor boys, with 
two paper collars, a jack-knife and a hunk of gin- 
gerbread between diem and became merchant 
princes through their smiles and good nature. 

And how Growl, Spitfire and Brothers went to 
smash because their hearts were so cold even the 
children crossed to the other side of the street 
when they passed the store. 

The first instinct of human nature is to hit back. 
The smaller the nature the more quickly does it 
resent fancied slights. Big men usually are the 
best natured. Snap at your customer and he'll 
snap back. Strike a dog and it will snarl at you; 
smile on it and it would die for you. 

Magnetism is only another name for good 
temper. Magnetic people invariably have laugh- 
ter wrinkles about their eyes. More motor-cars 
are sold on faith than on finish. Faith in a sales- 
man is inspired by his attractive personality. 
Which means kindness of heart radiating out into 
a smile on the lips and in the eyes. 

BUT — remember — the surface smile is worse 
than none. Roses must have roots. The skin- 
deep smile won't work. Counterfeit cheerful- 
ness is instantly detected. The electric light is 
brilliant but cold; it takes the warmth of real sun- 
shine to bring out the birds and die flowers. 

"Keep smiling till ten o'clock every morn- 
ing — the rest of the day will take care of itself." 


Value of Properly Handled Road Guides— Be 
Sure Tbey Are Accurate and Plain. 

In connection with the establishment of 
the California Plan the use of the road sign 
or guide post is being utilized. This is an 
excellent idea. It is not new of course, but 
it will be rather notable if the signs that 
are posted are somewhat more accurately 
prepared and more correctly placed than is 
usual. On a recent trip road signs were 
found on which was painted an arrow to 
indicate the right road, which was excellent 
as far as it went, but unfortunately the ar- 
rows in nearly every instance indicated pre- 
cisely the road that should NOT be taken. 
These signs had been put up by someone not 
blessed with over much intelligence. They 
were nailed to convenient trees and fence 
posts but failed utterly in their purpose. In 
fact they were worse than useless, for they 
indicated the wrong roads. 

When this sign-posting system is used 
those in charge of the making and setting 
up of the signs should be very sure that they 
are placed at the proper point and that they 
indicate unmistakeably the road to which 
they are intended to refer. 

It is a simple matter to prepare these 
signs. All that is required is the name and 
location of the service man, the words "Hud- 
son Service" and an arrow to indicate the 
route. One style of board really is all that 
is needed, though if boards are prepared 
some with arrows pointing to the right and 
others to the left, it will facilitate their set- 
ting up on convenient trees and fence posts. 

Every road leading to the town where 
the service inspector is located should be 
posted. A radius of 25 miles in all directions 
is not too much. The circle of influence cov- 
ered will depend of course upon the territory 
under the jurisdiction of the service in- 




Question: A dealer writes: "What is the 
one best argument to use on the prospect 
who has owned a high priced car made al- 
most entirely in one factory and who thinks 
that it must necessarily reflect greater care 
in construction than a car built as the Hud- 
son is built." 

Answer: There is NO "one best argu- 
ment." The selling talk, as in all cases, 
must be developed according to the in- 
dividual circumstances of the sale. The 
fact that the owner of a high-priced car 
came in to look at the Hudson, and stayed 
long enough to talk in this way with the 
dealer, proves quite conclusively that there 
is a SOMETHING that interests him. The 
thing to do is to find out if possible WHY 
he is looking at a Hudson. Then direct sell- 
ing attention to that special point. 

The dealer who asked the question says 
he has used all the "shop worn" arguments 
about quantity production, made by spe- 
cialists in different parts, etc. It must be 
remembered that we all of us are very close 
to our own business. And that what seems 
shop-worn and used up to us may have an 
entirely fresh and novel appearance to an 
outsider. Hence the old arguments must 
be used over and over again. 

They are perennially new to the man who 
has never heard them before. This partic- 
ular prospect may be beyond conviction but 
if he is to be had at all it will be along 
the lines that have been printed over and 

gmmmmmmmmgmm mgranmg 

over again. Space is too short here to re- 
view all these arguments. The story of how 
the Hudson engineers plan and build the 
model car, and how the "specialists" then 
build in quantities under Hudson engineers' 
supervision is as good now as ever. 

Urge the point of this age of specialty 
workers. We all do one thing better than 
a dozen. In no other line of business is a 
concern successful in manufacturing a score 
of different articles. Why should the build- 
ing of an automobile be an exception? The 
question of steady employment to skilled 
workers in a certin line; the fact that volume 
of output means better work at less cost; 
the effect of long training in one line; all 
these points can be brought out. 

Probably stronger than any argument is 
the question of price. Few men will pay 
$4,000 or $5,000 for a car when they can 
buy one as good for $2,250. The task then 
is to prove the car's value. Having done 
this the price talk is effective. 

"Get the prospect into the car" is the 
Golden Rule of Hudson selling. All dealers 
find that a ride in the car is the best selling 
argument. Do this first. Sell the car 
mentally and to get the order on the dotted 
line comes much easier. 

If possible side-step this argument en- 
tirely. Get the prospect's mind off it and on 
to something else. Dealers will say: "That's 
all very fine to talk, but it can't be done." 
Yet others do it, daily. It not only CAN be 
done but it IS BEING DONE day after day. 

In this connection note that the TRI- 
ANGLE never recommends fanciful and im- 
possible things. Every suggestion we make 
is practical and in most instances has been 
tested and demonstrated in actual service 
before the TRIANGLE mentions it 

Digitized by V^VJOQlC 

f Hudson 


High barometer and con- 
tinued fair. Very sunny 
in California. Dealers in 
other cars report unusu- 
ally fogffy and gloomy 

d a 





We Are Not Dictators — Triangle Letters 

Not Claimed Perfect — Dealers Must 

Exercise Judgment in Use 

A certain amount of misapprehension 
exists in the minds of some dealers in refer- 
ence to the weekly letters that go out with 
the Triangle. Occasionally dealers, after 
running the letters off on their duplicating 
machines, mail a copy to the factory with 
criticisms as to the whole letter or some 
feature of it. They seem to have the im- 
pression that they MUST USE the form let- 
ter whether they like it or not. 

This attitude is quite incorrect. The Tri- 
angle letters are suggestions. Our aim is to 
make them helpful to dealers. We wish to 
place at the disposal of dealers the letter- 
writing ability that is paid for by the Hud- 
son Motor Car Company. Yet no one at the 
factory, least of all the man who writes these 
letters, ever imagines that each and every 
letter, for fifty-two weeks in the year, will 
absolutely please and be used by the several 
hundred Hudson dealers who receive it. To 
think that each and every letter would hit 
400 bulls-eyes 52 times a year would be ab- 
The Appearance of Easy Writing is Difficult. 

On the whole the letters will suit the vary- 
ing conditions of territory and business. 
Much time and thought is spent in their 
preparation. It must be remembered that it 
is easy to polish a business letter to death. 
Too much going over and over a letter 
KILLS IT. There must be in a good letter 
a certain freshness, spontaneity, and appar- 
ent lack of preparation that really requires 
much experience and study to produce. The 
average dealer is not fitted by training or 
experience to write these selling letters. 
SOME Hudson dealers write splendid letters. 
But they are in the minority. This is as 
much a specialty as is any other line of men- 
tal work and effort. Plenty of men THINK 
they can write as good or better letters than 
any advertising writer or specialist in the 
world. Yet when their letters fail to pro- 
duce returns they wonder what's the matter. 

Let Us Save You Time and Worry. 

Some men who read this article will smile 
in a superior manner and say: "No man 
can write letters for me as well as I can 
myself." And yet ninety-nine times out of 
a hundred this is just the man who NEVER 
WRITES LETTERS, and who has no fol- 
low-up or circular letter system of any kind. 
This is one of the men we aim to HELP. 
We write the letters for him. We save him 
time and worry and expense. We give him 
the kind of letters that years of experience 
and test have proved to be business bring- 
ers. The fact that HE does not appreciate It, 
or does not know it, does not alter the 
TRUTH. If a man can shut his eyes and 
say the sun is not shining it's a hopeless 
task to convince him of the daylight until 
his eyes are open. Lots of men are blind 
and don't know it. 

Triangle letters will continue to be 
mailed weekly. Dealers who wish to use 
them can do so. Others who think they are 
not as good as they can write themselves 
need not use them. There is no compulsion 
about it. But we urge upon them the impor- 
tance of using SOME letter. Use the Tri- 
angle letters or write your own bv.\ DON'T 
fail to mail some sort of weekly selling let- 
ter. If you wish to change a word, or a sen- 
tence or a paragraph no one disputes your 
absolute right to do so. It isn't necessary to 
write a long letter of criticism to the factory 
telling how "rotten" the letter is and how 
much better you can do it yourself. 

Let us whisper a word in conclusion. 
You'll save a lot of time and trouble and 
worry if you simply turn over your letter 
work to a stenographer and instruct that 
person to use the Triangle letter, just as it 
reaches you, every week. Once in a dozen 
times you may discover a letter you can im- 
prove. The chances are you'll find most of 
them easy to rip to bits but mighty hard to 
improve upon. 


Dealers are urged to emphasize continually 
the fact that the Hudson car has the true 
streamline body. There have been other cars 
claiming streamline design. Strictly speak- 
ing, this claim is not justified. Any car 
showing an angle at the dash, or projecting 
lamps, hinges, door fastenings, etc., certain- 
ly is not entitled to use the term. From 
present advices also, we believe that later in 
the year, cars will be placed on the market 
that will show a very close copy of the Hud- 
son lines. Under these circumstances it is 
important that the Hudson should be placed 
before the public as having the true stream- 
line body; also that we should have it clear- 
ly understood it was the Hudson Motor Car 
Company that introduced to America the 
true streamline effect. 

European visitors who have seen the Hud- 
son 1914 car, express themselves as highly 
appreciative of the lines of the car. Some 
say it is the only car they have seen that 
would appeal to English, French or German 
buyers. This for the reason that it has the 
long, sloping hood merging into the lines of 
the dash, that the bodies are strictly flush- 
sided without hinges or projections, and that 
in other respects it conforms to European 

On all occasions, therefore, dealers and 
salesmen should make it a point to empha- 
size this fact of the introduction into Ameri- 
ca of the true streamline design by the man- 
ufacturers of the Hudson car. The impor- 
tance and value of this will be best seen at a 
little later date when the market is flooded 
with similar designs, some of which will be 
almost direct copies of the Hudson car. 


"I sold a Six 54 and I asked the cus- 
tomer the next day, how he liked his car, 
and he replied, that 'he liked it because 
everybody else liked it.' " — B. O. Gamble. 

C. E. Speer of Cedar Rapids, Iowa, writing 
to the Moyer Automobile Co., of Des Moines, 
says the Hudson 54 has more quality than 
any car selling within a thousand dollars of 
its price. Further that it is without a seri- 
ous competitor in those parts. 


Actual Experience of Six Is Best Sell- 
ing Argument — Beauty of Car 
Attracts — Ride In It Convinces 

Quickest and easiest sales of the Hudson 
Six 54 come when salesmen avoid as far as 
possible mechanical and technical arguments. 
To risk the loss of a sale by a heated argu- 
ment on ignition, oiling system or similar 
technical point usually is unwise. Frequent- 
ly — though not always— it will be sufficient 
to rest your claim of mechanical excellence 
on the reputation and success of Hudson cars 
and the Hudson company. The history of 
the thousands of Hudsons now in use is the 
best guarantee of satisfaction from this lat- 
est model. The Hudson service that backs 
up every Hudson car insures the owner 
against operative failure. 

The Hudson Salesman's Golden Rule. 

In other articles and printed matter, atten- 
tion has been directed to various selling 
points. It is presumed that the prospect is 
sold on the advantages of the SIX. That he 
has been satisfied on a trading exchange for 
his old car — if he has one. And that other 
features have been made clear. As a final 
"closer" nothing equals the proof of the 
ability of the car to sustain the claim of 
smoothness, instant " pick up," hill climbing 
power, wonderful flexibility. 

"Get the prospect into the car" may be 
said to be the Hudson salesman's Golden 

A man who visited the Michigan State 
Fair, said: "I know nothing whatever of the 
mechanical parts of an automobile. I am 
willing to leave that to the engineers who 
design successful cars. But I will say that of 
all the motor cars at the Fair, the Hudson 
was far and away the most beautiful. If I 
were in the market for a car I would ask 
for a ride in the Hudson, and if I could drive 
it readily and the dealer agreed to keep it 
in running order, that would be all the argu- 
ment he would need, to make the sale." 

Side Track Mechanical Arguments. 

The beauty of the car usually is the first 
attraction. To ride in it convinces the pros- 
pect of the truth of the salesman's claims. 
Demonstrate the ease with which even a nov- 
ice can drive it, satisfy him that the car will 
continue to give adequate service — and you'll 
land nine out of ten average buvers. 

Everyone knows the Hudson. Our tremen- 
dous national advertising has made "the tri- 
angle on the radiator" a household word. The 
sight of thousands of Hudsons running eas- 
ily, smoothly and continuously on city 
streets and country roads is an object lesson 
that daily is having a powerful effect. 

It is comparatively easy, therefore, to side- 
track mechanical arguments. Meet the ques- 
tions of motor "fans" but slip away from 
them quickly and after "selling" the prospect 
on the six-cylinder improvement, impressing 
on him the beauty of the Hudson and its 
operative advantages, get him into the car 
with the least possible delay. 

Digitized by V^OOQIC 




Considered as First Class Matter by Every Live, 

Prosperous Hudson Dealer. 




A few short years ago a little runabout ap- 
peared on the motor-car horizon. It was 
called the Hudson. It was a wonderful, little 
car. Much more wonderful than was appre- 
ciated. Yet at first it created only mild in- 
terest around the foot of the ladder. 

A year or so later the sturdy infant had 
its boots on and was head and shoulders 
above its fellows. People began to "sit up" 
and notice its rapid climb. 

Last year the cars which cluster about the 
moderately high middle of the ladder, 
slipped back, one by one, beneath its feet. 

This year the leaders are "bunched." And 
well up toward the top, right beside high- 
priced, high-grade rivals that the public has 
heretofore considered almost unapproach- 
able, climbs the winning Hudson. Cars which 
always have been reckoned top-notcherfl are 
now fighting for favor. The waiting for busi- 
ness has changed to a scramble for orders. 
The top rung for the Hudson is well in sight. 

It's "some climber" this Hudson car! It 
is trained to a hair; it is hampered oy no 
weight of tradition and precedent; it has an 
upward system all its own; it appropriates 
instantly all modern means to reach the top. 

The result is as sure as that day follows 
night. The ladder is easy now; we've "got 
the habit;" it's only a question of time. 
Tradition is forgotten; precedent has been 

We're unrolling the Hudson flag on which 
is emblazoned the Hudson Triangle. We're 
getting a good grip on the staff. We're wait- 
ing the psychological moment. Then we'll 
fling the Hudson banner to the winds from 

he roi est mort! 



Some men are so constituted that they re- 
gard with amusement, almost derision, the 
idea that imagination has a place in selling 
goods. They look upon business as a coldly 
practical thing consisting merely of dollars 
and cents. To them oranges, eggs and oat- 
meal are merely oranges, eggs and oatmeal. 
Things to eat; to be bought at a price and 
sold at an advance. 

Yet the man with imagination who added 
"Sunkist" to oranges enhanced their selling 
value by many millions of dollars. "Quaker 
Oats" introduced a new and marvelous sell- 
ing argument into breakfast food merchan- 
dising. A similar idea waits to reward the 
man who finds a way to apply imagination 
to plain eggs. In these instances the name 
is the smallest part of the scheme. The idea 
carried by the name seizes hold of the fancy 
of the buyer and creates buying desire. 

The familiar illustration of the two doll 
peddlers, one of whom vainly called, "Two 
dolls for a dime," while the other trebled his 
sales with, "The Heavenly Twins both for a 
dime" (the book by that name being then 
popular) is old but good. Likewise the seller 
of Oriental rugs who tied to his rug the ro- 
mance of how it had come down from an 
Arab sheik through generations of worship- 
ing Moslems, sold out his stock by virtue of 
his appreciation of the value of imagination. 

President Chapin's fascinating story of 
how the Hudson Six was modeled in wax has 
been spread far and wide by coldly critical 

newspaper writers who admitted it to their 
columns in spite of its advertising value 
simply because it contained the human in- 
terest appeal of imagination. 

There is about the Hudson Six many other 
such features. The Triangle contains in 
every issue the germ of many a selling argu- 
ment that is seized on by alert salesmen who 
recognize its power to interest buyers. 


"A little farm well-tilled" makes more 
money for its owner than wide acres with a 
scratch-the-surface method. A moderate- 
sized territory cultivated in a way to produce 
every order in it will do the same for the 
motor-car dealer. One of the great difficul- 
ties of both the dealer and the manufacturer 
is the disposition of representatives to con- 
tract for a bigger territory than they can 
adequately handle. 

To be sure, one starts in a new year or in 
a new business with great enthusiasm. Hind 
sight is proverbially better than fore sight. 
It's easier to look back than to look ahead. 
Yet there is every reason why dealers should 
leave nothing undone in the way of effective- 
ly covering the entire territory for which 
they have contracted. Orders are being lost 
to the dealer and lost to the factory every 
24 hours that a productive point is neglected. 
Cars are being bought. If the Hudson is not 
known, it will not be sold. 

Yet it is better to concentrate on a few pro- 
ductive points rather than to scatter effort 
over wide areas. Better to drive a demon- 
strating car fifty miles and see ten prospects 
than to drive two hundred and see ten times 
as many. Two days spent with a few good 
prospects will produce more dollars-and-cents 
orders than 15 minutes at a time in saying 
"Good day" and "Good bye" to hundreds. 

Where territory already is contracted for 
and is being worked, intensive methods may 
be approximated. Sub-dealers will be se- 
cured by energetic dealers wherever possible. 
In other points where representation of this 
kind is impossible or inadvisable, we urge on 
all dealers the value of the California Plan. 
Many dealers are now using this plan and 
the general opinion is that it is excellent. 
To be sure, it cannot be uniform in all sec- 
tions. Yet it has proven easy to adapt to 
practically every situation. 

Every effort should be made by dealers to 
cover the entire territory unrepresented by 
sub-dealers, with a demonstrating car. The 
crop of orders that is being picked up in this 
way by energetic dealers is wonderful. Only 
in this way can a dealer be sure that every 
possible and probable buyer in his territory 
knows the Hudson and has seen the new 

Dealers should be familiar with every de- 
tail of conditions and prospects in their en- 
tire territory. This information is not diffi- 
cult to secure. A little energy and thought 
will make plain ways of getting it. In some 
instances, dealers actually have written to 
the factory for information that lay right at 
their door and that the factory had secured 
from a source almost beside the dealers' 

To many alert, wide-awake dealers this 
spur is not needed. It is not meant for them. 
Those who can benefit by it will be the first 
to recognize spots where it fits. 


A dealer writes: "I am not asleep and 
don't expect to sleep any more until after 
the season is over." Which leads us to re- 
mark that the season is never over. Some 
dealers hibernate in winter. Others work 
harder than ever and make the winter 
months productive. If you can't sell cars 
in winter you can at least cultivate the 
prospects to whom you hope to sell cars in 
the spring. There's always work to do 
around a properly conducted motor-car 
dealer's shop. 


E. B. Lyon Motor Car Company, who pass 
the Hudsons over the counter in one, two, 
three order at Columbia, S. C, report that 
in a fifty-mile race, a little Hudson 20 ran 
second, defeating many higher-priced and 
higher-powered cars. It was beaten only by 
a special racing car. Good stuff, Mr. Eraser! 
Hand it out to your prospects. 

West Texas is a big country and wears a 
big hat but it takes it off to Hudson Dealer 
Sammonds of Stamford. Sammonds is the 
man who got up at midnight and drove 65 
miles to help out a Hudson owner with his 
own particular brand of service. Do you sup- 
pose you could ever sell that owner anything 
else but a Hudson? Another of Sammonds' 
stunts is to drive from Dallas to Stamford, 
235 miles, three times in four days to deliver 
cars he has sold. He has punched cattle ever 
since he was a boy but says punching the 
Hudson beats it for fun and profit. Here's 
hoping for 1914, Mr. Sammonds. 

From Buffalo comes a suggestion for a slo- 
gan for the 1914 Hudson. "Try this car in 
your new corset." It seems — according to 
the married men — that new corset styles are 
long-waisted and come down over the hips. 
And that Hudson upholstery has been dis- 
covered to be the most comfortable on the 
market Plory says " not guilty." He claims 
it was the other fellow who gave out the 
story over his name. 

J. W. Holliday, manager of the Holliday 
Motor Car Company of St. Joseph, Mo., fav- 
ors us with a copy of his California Plan 
agreement, and of the card he uses for his 
unique "50-Hour Free Service" to owners. 
This is good dope. 

Hudson enthusiasm is as high as the hills 
around Welbon's bailiwick in Cincinnati. One 
owner writes in poetical style of how his 
1914 six "Is a bird. On the good roads we 
had to use ballast to keep her from flying. 
And she took the hills as easy as an airship." 


The Hudson-Latham Motor Company, 
Kansas City, Mo., has for sale a 1913 limou- 
sine body, brand new, upholstered in blue 
broadcloth. This of course will fit either the 
37 or the 54 chassis. This body can be had 
for $1,000 cash, f. o. b. Kansas City, Mo. Of 
course, it is worth more than this low price. 
But the owner is willing to sacrifice the 
difference in order to dispose of it. Here is 
a chance to get a brand new, first-class 
limousine, at a very moderate price. Dealers 
who have a limousine prospect please note. 

There IS some drawback in making cars 
TOO GOOD. J. H. Harrison of Pittsburgh, 
Pa., writes us that his 1911 "33" is so good 
that he actually hesitates to let go of it even 
for a newer car. He says he doesn't see how 
any motor could be better, and he has never 
seen any other as good. That's why the man 
advised his son to go into the soap business 
instead of into steel. Soap wears out and 
must be replaced. Steel lasts too long. Guess 
Hudson cars are TOO good! 

Happy happenings: Photos of Hudson 
with Jerome at the wheel reproduced on 
front pages of all New York papers. Thanks 
very much Messrs. Thaw and Jerome! It's 
good advertising! 

An owner writes: "Once I was opposed to 
the Hudson car but I was BLIND. Now I 

Digitized by 





But You Can't Sell Sedans Unless You Show 

Them — Get Your Demonstrator Now— Wire 

Wheels Add Style and Distinctiveness 

You, Mr. Dealer in a city where closed cars 
are sold, why don't you put a Sedan on your 
floor? If you haven't seen the Sedan you 
cannot possibly imagine the style and beauty 
of this most remarkable closed car of the 
year. Early callers at the factory were un- 
able to enjoy the pleasure of an examina- 
tion of the Sedan because cars had not begun 
to come through at the time of their visit. 
To turn out a body of the perfection of the 
one on the Sedan was a big job; and proved 
slower than our body-builders had expected. 
Now they are coming right along, and wher- 
ever shown, the Sedan simply has been the 
center of attraction. 

Best Argument It Show The Car. 

The biggest and best argument possible in 
closing sales of this splendid car is to SHOW 
THE CAR! You can talk 'till the cows come 
home and you will fail utterly to convey any 
real idea of the beauty and superb style of 
the car. Yet if your prospect could SEE a 
car, words no longer would be needed. For 
the Sedan simply sells on sight. 

For social, theatre and professional uses, 
in cold or inclement weather, no car equals 
the Sedan. It is an inside drive family car 
of extremest luxury and wonderful comfort. 
No breath of cold or drop of rain can pene- 
trate its snug interior. Every operation con- 
nected with the operation of the car is per- 
formed from the inside. Even should gaso- 
line run low, one may drive into a garage 
and have the car filled with gasoline and oil 
without it being necessary to open a door, 
or for any of the occupants, driver included, 
to leave the seats. The car, of course, is 
electrically lighted and started, and all lights 
are controlled by inside switches. Double 
tilting sashes in the glass front allow for ven- 
tilation and cooling without exposure to rain 
or snow. Every possible convenience and 
luxury is fitted both outside and inside the 

Even on the streets of the largest and 
wealthiest cities in America, where high- 
priced cars are thick as blackberries, people 
stop and turn about to see the Hudson Sedan 
go by. One owner complained that his fam- 
ily were positively embarrassed by the 
crowds who thronged 'round the car when- 
ever it stopped. It is safe to say that not 
since the first novelty of the motor-car wore 
off has there been a new car that excited such 
interest and comment as this new Sedan. 

Wire Wheels Add Style And Distinctiveness. 

Particularly does the car excite attention 
if it is fitted with the new wire wheels. These 
fascinating additions add greatly to the dis- 
tinctiveness of the car. The wire wheel is 
yet sufficiently uncommon to be very marked. 
Not only is it attractive in appearance but it 
has many points of merit that readily can 
be "sold" to a prospect. In fact it would be 
an easy matter for a good salesman to create 
a demand for wire wheel cars greater than 
for the wood type. 

Get a Sedan Demonstrator At Once! 

Get your Sedan demonstrator! The closed 
car season is at hand. Now, if ever, is the 
time to sell them. If your town has any 
closed car buyers you run absolutely no risk 
in stocking a Sedan. It's as nearly a sure 
thing as anything can be that you will sell 
one or more. 

But you'll never sell Sedans until you have 
one to SHOW. The finest description ever 
written fails to do them justice. No photo- 
graph conveys the right idea of their beauty. 
No word or pen can picture the remarkable 
finish and completeness of the car. If your 
specifications are not in the factory or on the 
way — get busy! 

Dealer Keeps Waiting Callers Interested 

By Mammoth Pictures of Hudson Six 

Steinhardt, of San Antonio, Texas, is some 
"stunt artist." Here's one of his late ones 
that is worth space in the Triangle. When 
there's a rush on and salesmen are out, there 
is at times danger that a caller may become 
wearied and slip away. Or while one man of 
a party is having a special explanation of 
some point, others may just sit around or 
lose interest. For these and other similar 
occasions Steinhardt has devised the mam- 
moth reproductions of photos of the Hudson 
Six 54, as shown by photo of corner of sales- 
room reproduced above. These photos are 

so large and clear that they show details of 
the chassis and motor almost as well as by 
examining the car itself. Now and then one 
of these big photos can be used in a window 
display, and it is remarkable how quickly a 
crowd collects about it. Not only are they 
decorative and fitting as a showroom detail, 
but they are constantly sowing the Hudson 
seed on ground where it may spring up and 
bear fruit at most unlikely times and places. 
Try Steinhardt's stunt of the big photos! 
It's worth while! 

Hudson Six First Car to Climb 
Famous Mountain Hill 

®n fflljom it 4Hay (Unnrrrn : 

During the six years that I have been operating the ferry 
at Rocky Point crossing of the Missouri River the Hudson 
Six is the first car to pull the Rocky Point Hill with its 
own power. Said hill is about two and three-quarter miles 
long, with seven very sharp turns and pitches, and is 
formed of a very soft soil of adobe formation. There is 
an average of four cars a month that come over this route, 
and the Hudson Six was the first that did not need a team. 

W. P. TURNER, Wilder, Mont. 



From Chicago comes the story of a Hudson 
Car that made a record in the British Isles. 
The car was shipped in crated form right 
from the factory. It had no preliminary 
road runs, and was turned over to the buyer 
in England. There never was a minute in 
the entire trip made by the owner throughout 
Great Britain when the engine was not work- 
ing as sweetly as a sugar plum. The car 
caused a sensation in many of the British 
villages visited, because of its size and the 
enormous amount of baggage and impedi- 
ments carried on the running board and at 

the rear. Besides this, the seven seats w«re 
occupied by seven passengers. 

This Hudson certainly had a strenuous 
test. The notable part about this tour is not 
the length of the tour, which was not re- 
markable, but more the fact that the car was 
delivered to the owner right from the floor 
of the factory, was never touched by a me- 
chanic or overhauled in any way, and yet it 
ran throughout as sweetly and as free from 
trouble as though it had been tuned by an 
expert for many miles. 

We commend this little bit of experience to 
dealers and salesmen who sometimes seem 
to think that a car right from the floor of 
the factory must be gone over by their shop 
force before it is delivered to an owner. 
Digitized by VjUTOVIC 


Six-Cylinder Salesmanship 

Let's have six cylinder salesmen selling the 
six-cylinder Hudson. We have graduated from 
the one-cylinder, the two-cylinder and the four- 
cylinder car into something better. Why not 
graduate from the "old army game 9 salesman 
into the new and modern man? 

"Hop-skip-and-jump" and "hit-or-miss" men 
are of no use in the motor-car industry. Salesmen 
with dead centers and gaps between their power 
impulses cause too much vibration. The only 
man worth while is the man with continuous 
power. Four-cylinder salesmen stall in danger- 
ous places. They choke when you try to shoot 
enthusiasm-mixture into them. They balk at ob- 

Six-cylinder salesmen are smoother than silk. 
They parr like contented kittens. They are 
equipped with the latest ideas. They never tire, 
never balk, can be instantly accelerated when 
needs be, take hills with a smile, and delight in 

Precedent is forgotten by six-cylinder sales- 
men. Because "it has always been done this way" 
holds no argument for them. They attain their 
results by different methods. They are 50% more 
efficient than four-cylinder men. They are willing 
to be taught. They are too new to have habits. 

Dealers have lost patience with old-fashioned, 
four-cylinder salesmen. They have tried — but in 
vain — to improve them by tacking on improve- 
ments. The four-cylinder with a two-speed rear 
axle is still only a four-cylinder. The old-army- 
game salesman cannot be changed by a veneer of 

new selling-talk. Six-cylinder efficiency is Greek 
to the four-cylinder man — just as it is utterly be- 
yond the four-cylinder motor. 

Six-cylinder salesmen are always on the job. 
They lack the blow and bluster of the old-style. 
But they keep up sustained power development — 
produce orders evenly. They are working as 
smoothly at 5 p. m. as at 8 a. m. Their record on 
the 31st day of the month is just about the same 
as on the 1st. Cold weather has little effect on 
their steady torque. December sales average up 
well with July. 

Unfortunately, six-cylinder men cannot be 
made out of four-cylinder material. Piling 50 
pounds of complication on the rear axle will not 
make a four into a six. Tacking on a few modern 
methods is not resultful. The only way to get 
six-cylinder motors and six-cylinder men is to use 
the methods of six-cylinder engineers. BUILD 
to make six-cylinder men out of raw material than 
to alter the design and habits of old four-cylinder 
performers. The made-over four never will pro- 
duce the results of the modernly designed six. 
The man who said: "Them fellows can't learn 
me nothin' " spoke more truly than he thought. 

Successful dealers are building six-cylinder 
salesmen out of raw material. They have no dis- 
position to displace experienced men. But when 
a hide-bound obstinate, non-progressive disposi- 
tion is met with it is easier to scrap the whole 
thing and start fresh. The country is full of good 
material out of which can be built modern, think- 
ing, progressive six-cylinder men. 


A dealer wrote recently that he had sold 
$12,000 worth of used cars that had been 
traded in on new Hudsons, and that "he lost 
less than $100 on the lot." Which raises the 
question, why is it necessary or to be expect- 
ed that a dealer should lose money on the 
sales of cars traded in this way? 

Things that are hard to get possess great- 
est value. Things that are easily acquired 
are least attractive. Sell the Hudson thor- 
oughly and your prospect will so earnestly 
desire it that he will accept a lower trading 
value for his old car than from other dealers. 
Be the seller, not the buyer. Sell your car, 
instead of buying your prospect's old one. 
There are many purchasers of motor-cars 
who are better salesmen than the man from 
whom they buy. Be on your guard that some 
smart salesman does not sell you his used 
car for more than it is worth. 

Fear is at the bottom of the big prices al- 
lowed for used cars. Nerve is lacking. You're 
afraid the "other fellow" will allow more 
than you and thus you'll lose the sale. The 
smart owner will play two dealers against 
each other, and laugh at them both. 

Sell your own car; don't buy your pros- 
pect's. Make the Hudson so attractive that 
he will not be satisfied with any other. Side- 
track the trading offer until you have done 
this. Then is time enough to settle about the 
old car. And then you will be in the posi- 
tion of making the price, not the owner of 
the old car. 

Only thus can you avoid loss on sales of 
used cars. Only thus will you make a legiti- 
mate profit, as you should, on the old car as 
well as on the new one. At least you'll 
" break even." 


When writing to the factory, may we sug- 
gest to dealers that they confine each indi- 
vidual letter to one topic. That is if you are 
writing about shipment of cars, make this 
one letter. Letters in reference to financial 
matters should be made separate letters 
marked for the Financial Department. Let- 
ters about repair parts or items of this sort, 
should be similarly marked. In this way the 
work at the factory is much facilitated as 
each letter can be sent to the department for 
which it is intended. If matters relating to 
shipment of cars, repair parts, special tool 
orders, financial matters and others are in- 
cluded in one letter, it must go from one de- 
partment to the other in rotation, and of 
course the last department will necessarily 
be delayed in receiving the letter. 

We urge, therefore, upon all dealers the im- 
portance of following this rule of one letter 
for each subject, and each letter complete in 

Dealers are successful just as they are en- 
dowed with judgment. They are failures just 
in the proportion they lack it. Hustling can 
never take the place of thinking. 


From M. B. Aultman, of the Aultman 
Motor Company, Jacksonville, Fla., comes a 
sample of the cheerful, optimistic Hudson 
letter of the season. 

Says Mr. Aultman: "We have sold every- 
thing we have, even the demonstrator which 
I delivered today. Third carload will ar- 
rive today or tomorrow. Some of these are 
already sold. Please see that our next ship- 
ment is rushed, and if you can get this ship- 
ment out a little sooner, according to al- 
lotment sheet it will enable us to close a 
great many sales that we are now working 
on. I must say that the new Six is the 
greatest car that I have ever driven. I 
mean from a demonstrating point. I was 
up against a sale today, and am glad to re- 
port that I had no trouble to close the deal. 
The only thing we ask is for cars to come 
through like the present ones. We have not 
touched a car since they arrived." 

A Hudson Six "54" car won the endurance 
race from Greensboro, N. C, to Raleigh, N. 
C, — a distance of 91 miles on bad roads. 
The time was two hours and twenty-two 
minutes and the prize $3,000. 

San Francisco reports that Hudson cars 
lead all others in California in number of 
registrations for September. This is getting 
to be a regular thing on the sunny Pacific 

Digitized by 


CPif Bidstm angle 

Thought for 

Next Week: 

"Hm Can Who 


VOLUME 111. 




Things Are Big Only By Comparison — 
Graceful Lines of 54 — Optical 
Illusion Object Lesson 
To our surprise we still hear from dealers 
who feel that they must voice their prospect's 
feeling that the Six 54 is "too big." Each 
dealer and salesman who expresses this 
seems to feel that HIS mention of the "dis- 
covery" is the FIRST that has been called 
to our attention. In almost every case the 
letter is written us seemingly only for the 
purpose of making a more or less vigorous 
complaint about the size of the 54. Many 
other dealers, selling cars in practically the 
same kind of territory, and under precisely 
similar conditions, have nothing to say on 
the subject. They just go right ahead selling 
cars and about all the correspondence we 
have with them is in the shape of orders for 
more cars! 

Fault Lies in Dealer's Mental Attitude. 

It is easy to see that the fault is not in the 
car that is said to be "too big." It is not in 
the kind of territory In which the dealer is 
selling. Buying conditions are equally as 
good in one field as in the other. The only 
place, therefore, where the difficulty can exist 
made quiet investigation and find this to be 
where lies the trouble. It is all in the men- 
tal attitude of the dealer and salesman, 
whose frame of mind is reflected by the 

No dealer or salesman need throw up his 
hands and give up at the first whisper of 
criticism by a prospect. Far too many are 
inclined to do this. It is the same kind of 
fear as haunts the "cut price" dealer. Buy- 
ers have learned this and feel that if they 
"knock" the car it will result in the dealer 
offering them an "inside price" as the easiest 
way of making the sale. So they start in, 
at once, to complain about some fancied fail- 
ing or shortcoming of the car, hoping to beat 
the dealer into a lack of faith in his own 
goods and thus make a closer bargain with 

Dealers and salesmen who have backbone 
and nerve, likewise FAITH in their goods, 
are not affected by this attempt to lower the 
selling value of the car. They can see 
through the scheme and refuse to allow the 
prospect to influence them by a little "knock- 

There are plenty of arguments and lots of 
selling points that can be used to offset this 
assertion of the prospect. Some of these al- 
ready have been given in the Tbiangle. Here 
is another that is a good one: 

The Optical Illusion Argument. 

Seated at your table or desk with the pros- 
pect who brings up this "too big" talk, take 
your pencil and paper and slowly draw two 
lines, of exactly equal length, on the paper — 

Say to the prospect that this idea of big- 

ness is all a mental impression. That things 
are big or small only by comparison. That 
mere measurement or feet and inches has 
little to do with it. Some things that seem 
big when stated in inches are less in ap- 
parent size and less in weight than those 
with which they are compared. To prove 
your point that size is more a mental im- 
pression than an actuality draw attention to 
the two lines you have sketched. Note that 
they are EXACTLY the same length. Now 
add wings, or extensions to these as follows: 

(Not* that'thmsm two linms arm exactly thm samm Ungth\ 

Ask your prospect then to pick out the 
"big" line. He will refuse to believe the evi- 
dence of his own eyes and will insist on 
measuring the lines, to find, of course, that 
they are precisely the same length. 

Now apply this to the Hudson Six 54 and a 
four-cylinder car of another maker that is 
being claimed as a competitor. Show how 
the Hudson with its long, sweeping, graceful 
streamline corresponds to the upper line in 
the cut; while the other car corresponds to 
the lower line. The Hudson LOOKS long, 
racy, commodious. The other, almost exactly 
the same size, looks short, dumpy, cramped. 
It is the effect of the long streamlines. It is 
the very thing that designers everywhere 
have been aiming at. To get this long, slim, 
graceful effect without adding great size. 

Hudson 54 Lighter by 300 Pounds. 

Note the weight of the two cars. The Hud- 
son measures over all 202 inches. It weighs 
but 20 pounds to the inch, filled with gasoline 
and oil, with tires, etc., in place. The other 
car measures over all about 174 inches and 
weighs 25 pounds to the inch. The Hudson 
is over 300 pounds LIGHTER than what the 
prospect incorrectly imagines is a SMALLER 

Add these points to your selling talk. 
There are many others. Some already have 
been mentioned in the Tbiangle. Others will 
follow. And when a prospect springs this 
"big car" talk on you DON'T give up at the 
first blow ! Go back at him with these points 
that show him the "big" idea is all in his 
own mental attitude. Use your head. Think. 
Change his viewpoint. And you'll sell the 
car. Just as others are doing. 


Not to mention any names, for obvious 
reasons, it is of interest that a prominent 
manufacturer of automobile products, writ- 
ing with reference to a Hudson Six 54, says: 
"In regard to the car, I am still tickled to 
death with it. Between you and I, I would 
not trade this Hudson car of mine for any 
other car on the market." 


Write Hotel Statler for Copy of Code- 
Change of Few Words Will Make 
It Fit Your Business 

It is almost worth the price of a trip to 
Buffalo or Cleveland to stop at the Hotel 
Statler and read a copy of their famous code. 

The change of a few words will make the 
code apply to the motor-car business almost 
as well as to the hotel. You can read the 
principles of the system between the lines. 

Here is the code, slightly condensed, and 
with the change of only a few words to make 
it fit the motor-car business. 

The Code Paraphrased Into Automobile 

A motor-car business is operated primarily 
for the benefit of its patrons. 

Without patrons there could be no motor- 
car business. 

These are simple facts easily understood. 

Any member of the dealers' organization 
who lacks the intelligence to interpret the 
feeling of good-will that a dealer must hold 
toward his patrons can not stay with him 
very long. 

Old customers are just as valuable to a 
dealer as new customers. For each old cus- 
tomer means many more new customers. 

See that you do your part to make every 
customer satisfied and want to come back 
with his family and his friends. 

Impress upon him the fine good-fellowship 
of the place; the "No-Trouble-to-Help-You" 

Never be perky, pungent, or fresh. The 
customer pays the salesman's salary as well 
as the dealer's profits. He is your immediate 

Snap judgments of men often are faulty. 

A prospect may wear a red necktie, a green 
vest and tan shoes and still be a gentleman. 

The unpretentious farmer with the soft 
voice and hesitating manner may have the 
price of a Hudson Six in his pants. 

The stranger in cowhide boots, broad brim 
and rusty black may be president of a rail- 
road, or a senator from over the ridge. 

You cannot afford to be superior or sullen 
with any caller or patron. 

The employee who helps to perpetuate this 
plan is never out of a job nor does he escape 
the eye of the boss. 

The dealer who sells poor service is a poor 

The dealer who sells good service is a good 

It is the object and desire of the Hudson 
Motor Car Company to sell to its patrons 
the very best motor-car service in the world. 

Take heed that in all MINOR discussions 
between dealers or salesmen and Hudson 
owners or prospects the dealer or salesman 
always is DEAD WRONG — from the custom- 
er's standpoint — and from OURS. 

We want the words "Hudson service" to 
mean "best service" the world over. 

You can help us to make It so. 

WILL ffli!edbyGOO<; 




Considered as First Class Matter by Every Live, 

Prosperous Hudson Dealer. 




The man who ultimately wins the greatest 
success is the man who is willing to admit 
that others than himself know something. 
No one man has a monopoly on ability. 
None has the only safe and sure method 
of learning from experience. The road to 
knowledge in any line of business or effort 
is worn smooth by the feet of thousands of 
keen, alert travelers who have passed that 
way beside you. The capacity for good 
judgment, energy, perseverance, everyday 
"horse-sense" is common to many. 

A man who has had a wider experience 
than you and who in other respects is your 
equal is logically the better qualified of the 
two. Hence most men can learn something 
from the other fellow. There is no excuse 
for a "know-it-all" air. There is no sense 
in any man's saying that he alone can decide 
on what is best for his conditions or his 
territory. Very many other dealers experi- 
ence precisely his same problems and per- 
plexities. Some of them have solved diffi- 
culties that still are facing him. 

We all of us have something we can learn 
from others. None of us is infallible. It is 
not safe for any to make the definite asser- 
tion that what helps others will not suit 
him. Nor to excuse his failures by protest- 
ing the influence of different conditions. 

People are much the same the world over. 
Klamath Falls, Oregon, may include in its 
residents some who moved there from Ko- 
komo, Indiana. They take with them their 
habits, their experiences, their personalities. 
People don't change when post-offices change. 

Let's admit we any of us may learn some- 
thing we yet don't know. 


Of course you have noticed how it's always 
the grass on the other side of the street that 
looks the greenest. Our own invariably suf- 
fers when compared with others. The things 
we have almost never seem quite so valuable 
or so desirable as the things we have not. 

Familiarity breeds contempt. To become 
accustomed to an article is often to lose in- 
terest in it. Few of us can see our own 
things just as others see them. "No man 
knows how his own pants look." 

Often the "other" motor-car seems to us 
to be handsomer, more attractive, more de- 
sirable than the one we know so intimately. 
We let our admiration and faith waver. Our 
vacillation of mind is reflected in our weak- 
ness of selling. Our sales drop off. 

Yet were we to cross the street and see the 
grass that appeared from a distance to be so 
green we would find many brown spots. Dis- 
tance lends enchantment. Closer acquaint- 
ance brings clearer vision. On looking back 
we And unsuspected beauty where before we 
had criticized. 

Hold fast to your Hudson faith! Don't let 
your eyes be blinded by apparent superiority 
in other cars. Were you to know them from 
the other side you'd wonder how you ever 
wavered. Because the Hudson is an old 
story to you don't think It has lost its charm. 
It is as fresh and beautiful and wonderful to 
that stranger as it was to you when first you 
saw it. 

Lose your faith and you'll lose the fight. 

To be stood on the carpet every morning 
will turn a keen, aggressive, enthusiastic 
salesman into a grouch and a failure. Never 
to voice a word of praise for those who are 
doing their best will brew in their minds 
the "what's the use" microbe. Even a dog 
cannot do good work for a man whom he 
does not respect. 

The best and most successful merchants 
are those who have the capacity for getting 
good work, well done, out of their assistants 
and subordinates. The dealer who makes 
the greatest success is the one who can 
gather about him the most loyal and en- 
thusiastic crowd of salesmen. Such salesmen 
are not found except where they are con- 
tented and prosperous. 

Treat your salesmen like gentlemen and 
human beings — and pass the sugar bowl now 
and then. It helps sell Hudson cars. 

In the death of Albert J. Lucia, of the 
Lucia Brothers Motor Car company of 
Green Bay, Wisconsin, which occurred on 
September 27th, the Hudson family sustains 
a great loss. Mr. Lucia, the eldest of the 
three brothers, was in large measure re- 
sponsible for the success of the enterprise 
with which he was connected. He was a true 
man in every sense. In his family, business 
and social relations he could be relied on ab- 
solutely. His word was his bond. The es- 
teem in which he was held by the public in 
general and by his immediate patrons bears 
testimony to his sterling worth. We but 
voice the general sorrow when we express 
our deep sense of loss at his untimely death. 


Vacation variation. Vacation made Edi- 
son ill: Welbon happy. "Billy" Welbon of 
the Welbon Motor Car Company of Cincinnati 
took a vacation and in his absence every 
Hudson Six was sold off the floor of his sales- 
room. He now is threatening to leave for 
parts unknown without any return ticket. 
He says the cars clean up so fast when he is 
away that there doesn't seem to be anything 
for him to do except to go fishing. 

Writes C. S. Huntoon, salesman for the 
Standard Garage, Great Falls, Montana: "I 
started for Portland with Hudson Six 54. So 
far have made 365 miles through the Rockies, 
crossing the main divide at 6,573 feet alti- 
tude. Haven't seen one mile of straight road 
in fifteen hours running. Running like a 
watch all the time." 

At the Sacramento (California) fair the 
Hudson Six 54 was pronounced by everyone 
the most beautiful car on exhibit. We men- 
tion this simply to show the excellent judg- 
ment of the motor car enthusiasts of the 
Pacific Coast. The regularity with which 
every community falls into line on the ques- 
tion of the beauty of the Hudson Six actually 
becomes monotonous. 

"Jimmie" Jones of Akron, Ohio, son of E. 
T. Jones of the Jones Auto Company, Hudson 
dealers at that point, was married last week. 
Other ways in which Jimmie has distin- 
guished himself were the record he has set 
as a salesman for the Hudson cars, and his 
life-saving stunt in rescuing a party of joy- 
riders from the ignorance, or unskilfulness, 
of the man at the wheel. Jimmie's young 
sister did the usual white ribbon act on the 
Hudson car that carried Mr. and Mrs. Jim- 
mie to the railroad depot on their honey- 

J. H. Greenwald, Hudson dealer at Cleve- 
land, Ohio, enters claim for first prize as a 
quick selling artist. Cleveland has been sub- 

jected to constant heavy rains for some time, 
so that buyers have been more or less inac- 
tive. Last Wednesday morning, however, the 
sun shone brightly. Greenwald at once got 
busy and in twenty-four hours he sold three 
Six 54's and three 37's. Just about the time 
the last sale was closed the sun went behind 
the clouds and it is now raining again. 
Greenwald is just catching his breath ready 
for the next appearance of the Bunshine, 
and hopes then to duplicate or excel his great 
24-hour stunt. 

In the cold gray dawn of an equinoctial morning 
Jones — of Akron, Ohio— steps out of the front door 
of the factory at Detroit and looks quizzically at his 
39th t Detroit to Akron "flyer." which is just ready 
to hit the high spots. The only time when Jones 
isn't on his way from Akron to Detroit to get a 54 
is when he is on his way back, driving it to its new 


Herewith we illustrate two pennants that 
we had made up for a dealer. These pen- 
nants come in pairs, rights and lefts, so they 
can be used on opposite sides of the car. We 
have a quotation on these in a handsome 
blue material with white lettering at 20 cents 
each in 50-pair lots. That is 100 pennants. 
These are not flimsy, printed pennants, but 
are splendid material, well sewed and' well 
made, with excellent lettering, and really a 
very high-grade article throughout. 

We would like to hear from dealers who 
could use these pennants. A sufficient num- 
ber of orders will enable us to get them up 
in lots as stated at the figure of 20 cents 
each. Please write us promptly so that we 
may anticipate about what the demand will 
be and we will then be prepared to give 
further information in reference to ship- 

Digitized by VjUOv IC 


ccir iuai uc 

r loiico \,\j *.* %. 

salesman of that car. It represents to him 
just so much cash. If he can sell it to the 
dealer for $1,000 — in trade — where he ex- 
pected to get but $700, evidently he will try 
to do so. He puts into practice every old 
selling trick and plan that he learned on the 
road and elsewhere. Often he turns the 
tables on the motor-car dealer or salesman. 
The buyer becomes the seller. The owner 
sells his used car to the dealer, while the 
dealer fondly imagines that HE is selling 
his new car to the prospect. 

Many motor-car dealers, unfortunately, 
have not made a serious study of salesman- 
ship. That is why the Triangle urges 
continually the reading and study of books 
written by masters of selling. In order to 
get the better of the keen owner of an old 
car dealers and salesmen must be more than 
his match. They need every selling device 
and argument that ever has been used. 

Too often the used-car owner leads, while 
the salesman meekly follows. Conditions 
should be reversed. The dealer or salesman 
should do the leading act. There should be 
a definite and studied rule for handling pros- 
pects. This should be carefully thought out 
and worked out in advance. Every new type 
of prospect or used-car owner offers oppor- 
tunity to add to the varieties of selling meth- 
ods to be used. A few classes will be found 
to include all kinds of owners. 

Salesman Too Often Start Wrong. 

Par too many salesmen do exactly the 
thing they should NOT do. The car-owner 
usually starts his conversation by stating 
that he owns a car and wants to trade It in 
as part payment on the new Hudson. About 
99 times in a hundred the salesman immedi- 
ately offers or suggests that they go and look 
at the man's old car! Which is precisely the 
thing he should NOT do. To look at the old 
car or make an estimate of its value should 
Far more important is it that he should sell 
the man the new Hudson. That to the Hud- 
son dealer or salesman is by far the most 
important part of the deal. Forget the old 
car! Insist that it be left out of the ques- 
tion entirely. Better even to let the prospect 
go out of the salesroom rather than that the 
old car should be the principal subject of the 
deal. Don't fear that the prospect will leave. 
If he came in at all he is interested. He 
won't go away if the salesman has any gump- 

thinking and energetic dealer. Smaller photo 
shows the little rented building occupied 
by the Canadian Garage of Moose Jaw, Sask., 
Canada, in 1910. The lower photo shows the 
new building just completed and occupied a 
few days ago. 

The new garage covers a ground space of 
75 x 72 feet, with full basement, and is built 
entirely of reinforced concrete, and vitrified 
brick. It is absolutely fire proof. Founda- 
tions are laid so as to carry six stories. Work 
shop, stock room, coal and boiler rooms are 
located in the basement. This in addition 
provides a large storage accommodation for 
cars. On the main floor are facilities for 
car storage, salesrooms and offices. The 
building is heated by steam. It possesses 
large window display space and it will be 
noted that this is available on two principal 

This new garage of the hustling Canadians 
is in some respects ideal. Particularly good 

business increases. Yet it offers a com- 
paratively inexpensive construction for a one 
story and basement garage and salesroom. 

An item of interest in connection with the 
protograph is the Hudson car standing sec- 
ond from the right. This car is rendering 
livery service over exceptionally heavy roads 
and has acquired a mileage of 55,000 miles. 
Another Hudson that was out at the time 
the photo was taken has covered a livery 
mileage of 75,000 miles. There has been 
practically no outlay for repairs on either 

G. S. Tuxford, proprietor of the Canadian 
Garage, claims to have introduced the Hud- 
son car into Western Canada. His first con- 
tract was written late in the fall of 1910. 
Mr. Tuxford, as may be seen from this sam- 
ple of his work, is an exceptionally energetic 
and well balanced dealer. We take pleasure 
in showing these evidences of his success 
and commend them to the consideration of 
other members of the Big Family. 

If all motor-car salesmen, for all cars, could 
be induced to handle prospects on something 
of this basis there would not now be so much 
of a problem with the second-hand car. It 
is just this magnifying of the value and 
importance of the old car that has given 
owners the impression that they control the 
situation. As indeed they do in many in- 
stances. They will continue to do so and will 
assist toward cutting out the profits of deal- 
ers and salesmen just so long as salesmen 
refuse to learn the proper way to handle this 
used car problem. 

Two Ways of Handling Old Cart. 

Wherever possible dealers should refuse to 
make any allowance for an old car. Many 
Hudson dealers handle old cars on the basis 
of acting as agent for the owner. They agree 
to consider the old car as worth so much 
toward the price of the new car, but they do 
not credit this amount on the purchase until 
the car is sold. Sometimes they take a note 
for the amount it is estimated the sale of the 
old car will yield. Note to be cancelled when 
old car is sold. The proceeds of the sale are 
in this way applied on the price of the new 
car, and surplus, if any, is turned over to the 
owner. The allowance is of course kept as 
low as can be so that the sale of the old car 
will be almost certainly for a greater sum 
than the amount allowed. 

A local clearing house for old cars, partici- 
pated in by an organization of all local deal- 
ers, is an excellent plan — IF it can be man- 
aged. But mutual jealousies, a desire to get 
the advantage of the other fellow, and com- 
plications of this kind usually have resulted 
in the destruction of such combinations. Yet 
it readily can be shown why such a plan 
results in benefit to all dealers. The only 
dealer who does not favor such a plan is the 
man who wants to cut prices without being 
detected. All reliable dealers will welcome 
a device by which they can hold down the 
inflated ideas of value possessed by most 
owners of old cars. 

Be Firm in Sidetracking Old Car. 

These suggested plans are, however, merely 
bay-windows on the main idea. Which is to 
resolutely keep the old car in the background. 
Make owners give their attention first to the 
selection of their new car. Refuse to be side- 
tracked or dragged away from this point. 
Go to almost any length rather than to per- 
mit yourself to be taken out to examine the 
old car or to make any estimate of how much 
you will allow on it in advance of selling the 
prospect on the new Hudson. Every species 
of argument and appeal will be used by a 
skilful salesman of an old car in order to 
get you to commit yourself. But all lead to 
the one end — that you are sold the old car 

instead of 




"He Can Who Thinks He Can" 

Most men under ordinary and average condi- 
tions are the arbiters of their own fortunes. Cir- 
cumstances affect only those unusually prominent 
or exceptionally favored. Some are born great; 
some have greatness thrust upon them; but the 
largest number achieve their own destiny. 

Some boys on whom a kind fortune has be- 
stowed the privilege of a college education gain 
no greater a success than those whose clear grit 
wins knowledge through the night school and the 
midnight candle. You are handicapped only by 
your own actions. You carry weight because you 
choose to. You are what you have made yourself. 

You have no right to envy the success of others 
unless you are willing to tread the paths they have 
trod. Captains of industry do not arrive by the 
primrose path. A man meets no bigger obstacle 
than himself. 

Motor-car dealers who prosper have earned 
that prosperity. There is no luck in the automo- 
bile business. Analysis of the bank accounts of 
successful dealers discloses precisely the same 
elements in each. 

Every dealer and every salesman has within 
himself the ability and capacity to win. "He 
can who thinks he can" The determination to 
succeed is ninety per cent of the battle. The 
willing is the biggest part of the winning. To 
make one's will a servant instead of the master 
is as great a victory as ever a Napoleon won. 

Essentials are usually disagreeable. To get up 
on a cold morning takes more will power than to 
lie in bed. To give way is easier than to resist 

Spending is much easier and more comfortable 
than saving. Sitting in the salesroom with a cigar 
is more alluring than to face the sun or the frost. 

To allow a salesroom to acquire a coat of dust 
and festoons of cobwebs is less trouble than to 
keep it spotlessly clean. Some dealers say they 
"can'? 9 do any better. Yet a little resolution, a 
little will-power energetically directed would 
solve the difficulty. There are more cobwebs 
and dust on such a dealer's will than on his wall. 

Where a dealer claims he "can't" sell cars the 
"can't" is in his own head. A change in his meri- 
ted outlook would wonderfully brighten his entire 
territory. Confidence is at the root of all achieve- 
ment. And confidence can come only from 

Think failure and you'll act failure. Think 
success and you've gone most of the way. The 
power to do comes only when you begin to do. 
You can't learn to swim by staying on dry land. 
What has been done can be done again. No one 
dealer has a monopoly on success. Follow the 
blazed trail and you'll arrive at the same des- 
tination as the man who made it. 

Realize that everything that man has made and 
done existed first in some man's mind. The 
Panama Canal, the Woolworth Building, great 
bridges, dams, and other notable works were 
complete in some man's mentality long before 
they grew in steel and stone. 

Your success must be in your thoughts before 
it's in your bank. You CAN if you THINK YOU 


C. E. Wright & Co., of Norfolk, Va., dis- 
tributors of Hudson cars in that territory, 
are also manufacturers of automobile tops 
and seat covers. We are advised that they 
are building a great many seat covers for 
Hudson cars and are going to specialize on 
an extra nice cover for the Six 54. 

They build a strictly high-class cover to 
sell for approximately $27.50 for the com- 
plete set to Hudson dealers. These covers 
are highly recommended by factory repre- 
sentatives who have seen them. They fit 
snugly and protect the seats splendidly. 

Mr. Wright and his salesmen find the seat 
cover to be an excellent selling point in many 
cases, and it might not be a bad idea for 
dealers to get in touch with Mr. Wright and 
get samples and prices from him on these 
covers, either in small lots or in larger quan- 
tities as they might wish them. 

The Triangle has no hesitation in recom- 
mending Mr. Wright's workmanship and 
promptness in handling orders that may be 
entrusted to him. 

One of the most inspiring spectacles in all 
this world is team-work — whether it is 
worked out on the football field, on the base- 
ball diamond, in the home or in the affairs of 
business. It is team-work that really ac- 
complishes results. 

Books That Will Help to Sell Hudson Cars 

In this Column will be found now and then a rexAew of a book that is in the library at the 
office of the Hudson Motor Car Company in Detroit. The officers of the company read these books, 
the men at the factory read them, the district managers and other representatives read them. We 
want every HUDSON dealer and salesman to read the same books we are reading. Then we will all 
be speaking the same language and thinking the same thoughts. Only thus can we thoroughly under- 
stand each other and thoroughly work together. After you read this review BUY THE BOOK and 
READ IT! It won't do you any good unless you buy it and read it I 

Orison S. Marden as editor of the maga- 
zine Success helped thousands of young men 
— and men of years also — to a position un- 
thought of before they read his inspiring 
words. Much of his writing has been pub- 
lished in book form. Among books that every 
man, certainly every young man, should 
read is "He Can Who Thinks He Can." This 
is the sort of stuff that many men need. It 
spurs them on with an appeal to their own 
powers and abilities. It shows them how 
every achievement that amounts to anything 
must start first in the man's mentality. In 
other words he must think what he will do 
before he can do it. A man's success can 
never rise higher than his confidence in him- 
self. Along these lines does the author of 
this splendidly helpful volume lead his read- 
ers. He tells how naturally timid and shrink- 
ing souls may acquire boldness, courage, in- 
itiative. He lays down rules and methods by 
which one can acquire those qualities of 
mind that make great men. To be sure 
every man has not the same capacity for 
success. But very much more than we know 

depends on our self-training and self-educa- 
tion. Mr. Marden's book is written for those 
ambitious individuals who have in them 
abundance of ability, education, and other 
qualities yet lack nerve, assurance, initiative. 
As no man knows what he can do until he 
tries it is evident that the only way to de- 
termine whether or not you are susceptible 
to leadership is to read Mr. Marden's book — 
and then TRY! No man can read this book 
without becoming a better dealer, a better 
salesman, a bigger money-maker. We'd like 
to see every member of the Big Family with 
the book in his pocket. 

"He Can Who Thinks He Can/' by Orison 
S. Marden, published by Thomas Y. Crowell 
Company, New York. Sent post paid for 
$1.00. Order direct or through local book- 

If you run a business and its human ma- 
chinery is not moving smoothly — better gtve 
attention to the team-work. Somebody is 
shirking, neglecting, or wasting in some 
way or other. 

Digitized by' 

r wasting in som< 




Is on the way. Nice i 
profiit in Sedans. Sell | 
one or more. 




Making a Sedan Demonstrator 
Produce Profit for Any Dealer 

Successful Selling Method Used by Alert Dealer— One or 
Two Sedan Prospects in Every Territory— Think It Over! 

There is a nice profit in the sale of one or 
two Sedan cars. And of course bigger profits 
in selling a larger number. There are very 
few districts where there is not at least one 
prospect for this beautiful and attractive 
closed car. To search out the people who 
should have a Sedan; and then to sell them 
on the car and deliver the demonstrator is 
the method used by one of the most success- 
ful members of the Big Family. 

the delivery of the demonstrating car in 
each sale. 

There is no closed car on the market that 
is so beautiful, so luxurious and so desirable 
for family and professional use as is this Six 
54 Sedan. To give prospects the experience 
of its luxury, its smoothness, its ease of 
operation, is to captivate them with its at- 
tractions. And to use the car for a moder- 
ate time in this way merely gives it a good 

Of course, it must be carefully handled, 

(Copy of letter received by Walter Bemb, of the 
Bemb-Robinson Company, Hudson Distributors 
at Detroit, Michigan.) 

October 2nd, 1913. 

The Bemb-Robinson Company, 

Detroit, Michigan. 

Attention, Mr. Bemb. 
l>car Sir: 

Passing through Detroit last week I was struck 
with the number of Hudson Sedans I noticed on 
the streets. Of course, I probably saw the same 
cars more than once, but nevertheless you seem 
to have been remarkably successful in selling this 
type of car. More so than I have been, although 
I have placed several. 

As my territory is quite similar to your own in 
size, population, wealth, etc., 1 take it that you 
must have a better system or method than I in 
handling the car. 

If there is no objection to your doing so I would 
esteem it a great favor if you could give me some 
pointers on your way of securing Sedan sales. 
There surely must be some reason for your un- 
usual success. I would be delighted if I could do 
as well. 

Hoping to have the pleasure of hearing from 
you at no distant date, I am, 

Sincerely yours, 

(Name of dealer omitted for obvious reasons.) 

(Copy of Mr. Bemb's reply.) 

Detroit, Michigan, October 8, 1913. 
Dear Sir: 

Replying to your esteemed favor of the 2nd in- 

I have not the least objection to telling you all 
that I can about our method — if we have one — of 
selling Sedan cars. If anything I can say proves 
of value to you, I shall be more than repaid for 
the slight trouble. 

We have, of course, the usual methods of get- 
ting prospects for the Sedan, as for other cars. 
These you, of course, know, and I need not go 
over them. We do, however, keep in mind the 
fact that the Sedan appeals to a very exclusive 
class, and we naturally aim to get Sedan informa- 
tion into the hands of that class. We use theatre 
program ads, and other means of reaching them. 

But I think our use of a Sedan as a demonstra- 
tor really has had most to do with our success in 
having made so many sales of Sedan cars in De- 

I generally drive the demonstrator myself, and 
do everything possible to promote the idea that a 
chauffeur is not a necessity with this model, but 
rather that it is a car for the owner or his wife %o 

Occasionally I have accompanied a party to the 
theatre, driving them to and from the theatre my- 
self in the demonstrator. 

I think this has done more for us in the sale of 
Sedans than any plan we have used. We keep the 
car in fine shape and in each sale have delivered 
the car we demonstrated. Our prospects prefer to 
have it rather than to wait delivery. The use 
given it really amounts only to a very good tuning. 

If I may be permitted a suggestion, I would say 
that if you will put in a Sedan DEMONSTRA- 
TOR, keep it in nne shape, and wherever possible 
will have nothing to complain of in the way of 
your Sedan sales— and PROFITS! 

Yours very truly, 


Walter J. Bemb. 

Walter J. Bemb, of the Bemb-Robinson 
Company, Detroit distributors, kindly per- 
mits us to publish the accompanying letters 
which tell the whole story, in tabloid form, 
of how he has been so successful in making 
his RECORD sales of the Sedan. We ask all 
dealers to read these letters carefully, and to 
consider whether or not the putting into 
practice of a similar method will not make 
it possible for them to enjoy the nice profit 
that comes from Sedan sales. 

The points to emphasize are — the select- 
ing of prospects who can and should use a 
closed car of this type; the demonstrating of 
the car by liberal and unusual methods and 
so as to show how a chauffeur is not needed; 

well washed and polished after every use, 
and kept up in the highest possible style. 
Ordinary rough and ready washing and care 
will not be enough. It must be handled like 
a piece of fine furniture if it is to be kept in 
perfect shape for delivery. We suggest the 
minutest care in washing and polishing and 
that the car, when not on exhibition, and 
during the night should be carefully covered 
with a large, light cover so as to keep off 
every particle of dust and dirt. Even too 
much light should not be allowed. If this is 
done the car will be in finest possible condi- 
tion and easily can be delivered when a sale 
is made. 

Take this up with the Sales Department 
and get your Sedan demonstrator AT ONCE. 


Powers' Practical Method of Meeting 

Rivals — A Little Sum in Addition — 

The Appeal of a Cash Saving 

Robert W. Powers, of Fall River, Massa- 
chusetts, a town of some 120,000 population, 
sold 94 Hudsons last season in and about his 
home city. Two prominent cars considered 
by some dealers as competitors of the Hud- 
son did not sell a single car in his territory. 
There is now no dealer in Fall River repre- 
senting these two prominent cars. 

This may seen a singular state of affairs. 
Yet it is comparatively simple of explana- 
tion. The reason is Mr. Powers himself. 
He has a little method all his own of keep- 
ing out competition. And of abolishing 
rivals. It is merely to be so energetic, so 
persevering, so indefatigable, so persistent 
in pushing Hudson cars and Hudson prin- 
ciples that no other car or dealer has a 
chance to gain a foothold. 

How Powers Turns the Trick. 

Whenever a prospect shows his head Pow- 
ers is after him. And he keeps after him so 
effectively, and fills him so full of Hudson 
dope that no other dealer or car has a ghost 
of a show. If prospects fail to appear he 
goes out after them and turns them up. In 
short, the whole territory is so filled and 
permeated and shot through by this man 
Powers and his Hudson car that others have 
given up In disgust any attempt to beat him. 

And yet Powers does not impress you as 
a very busy man. He always has time to 
chat and visit. He is by no means the nerv- 
ous, hurrying, hop-skip-and jump individual 
that one connects with a "hustler." Indeed, 
he is rather slow and stolid in his move- 
ments. But he knows how to organize a 
business. He understands the fine art of 
getting others to work. He appreciates the 
fact that no one head, one pair of feet, and 
one pair of hands can do it all So he gets 
good salesmen and sets them to work. He 
makes paper and envelopes and postage 
stamps carry his messages. He utilizes 
every possible agency for getting names of 
prospects and of keeping them interested. 
A Sample Powers Selling Argument. 

Here's a sample of one of the little "lead 
pencil" talks that Powers hands out to his 
prospects. Also he teaches these ideas to his 
salesman and they pass them on. 

Says Powers — with a pad of paper before 
him and a soft lead pencil in his hand: "We 
have here two cars — let us say. On the left 
here we'll place the high-priced, high-grade, 
limited output car that the world and his 
wife call the standard of quality and work- 
manship. The price is $6,000. The car is a 
good car, looks well and gives good satis- 
faction. At the beginning of the second 
year the owner at a cost of $800 has it gone 
over and put in first-class shape. At the 
beginning of the third year $1,100 refits the 
car, replaces worn parts and makes it about 
as good as new. The next season (marking 
down all these figures as he goes on) the 
car needs a little more overhauling and re- 

( Continued on puffe 3, column 

Digitized by VjOOVIC 






Considered as First Class Matter by Every Live, 

Prosperous Hudson Dealer. 




Everlastingly we preach the power of 
ideas. Some may think we overdo it. But 
we have seen so many instances where ideas 
triumphed over mere bull-headed energy 
that we cannot avoid mentioning it again 
and again. 

Napoleon was a master of human nature. 
His army was at one time raised by two 
methods — volunteers and conscription. A 
volunteer is apt to be a good soldier, a con- 
script an unwilling one. Napoleon reduced 
objectionable conscription to a minimum by 
the simple expedient of a variation in the 
color of the gaiters worn by his soldiers. 
Volunteers were provided with white gait- 
ers, conscripts with black ones. As no 
soldier wished to be seen wearing the de- 
spised black gaiters the ranks of the white- 
gaitered volunteers increased accordingly. 
Merely the power of an applied idea. 

A quiet, thoughtful cowboy rode the Texas 
ranges and spent lonely hours far from civ- 
ilization. New York and Wall Street seemed 
as remote as the stars. Yet all the while he 
was revolving in his mind ideas that had oc- 
curred to him in embryo before he left the 
east. When he felt that he was ready, he 
left the ranges, changed his garb and mode 
of life, jumped into the heart of railway and 
financial problems and created a marvelous 
success. All through the power of applied 

To be sure an Idea not put into execution 
Is of no more effect than if it never existed. 
The best idea in the world gets one nowhere 
until it is executed. There are dreamers 
who only dream; and there are dreamers 
who put their dreams into actualities and 
change the history of the world. 

To have an idea of how to make an at- 
tractive salesroom and to allow dirt and cob- 
webs to remain in full control is useless. To 
evolve a great system for securing pros- 
pects is time wasted until it is put into prac- 
tice. To work out a wonderful selling argu- 
ment will move no cars until it reaches the 
prospect and convinces him. To plan, and 
plan, and plan, and never to perform is like 
a horse with fine action which jumps up and 
down on the same spot, never arriving any- 

Note the FOURTH word in the heading— 
APPLIED! The secret of success through 
an idea lies in that word! 


The majority of prospects are pretty well 
sold on the six cylinder car as contrasted 
with the four. That is in regard to contin- 
uous power application, pleasure of driving, 
lack of vibration, and probably lower tire 
cost. But there seems yet to be some hesi- 
tation in the mind of the public generally as 
to the gasoline consumption, weight of motor, 
liability to motor wear and tear. 

It would appear that to sell the six cylin- 
der idea is the first task of the dealer and 
salesman. And to do this the first thing to 
determine is the proper point of attack. 
Find out wherein the prospect lacks in faith 
in the six and pound on that point until his 
fears and lack of faith have been eliminated. 

Frequently it will be found that one's 
efforts must be directed to convincing the 
prospect on this subject of lower gas and oil 

consumption, no greater weight of motor, 
and certainly no more liability to wear and 
tear because of the six cylinders instead of 

All these points are taken up from time to 
time in the Triangle and in other literature. 
A large array of arguments are at hand for 
use in getting the prospect right in this di- 
rection. There is nothing harder than to 
change a wide-spread general misconception 
such as this of the greater upkeep expense 
of a six, for the reason that it was more or 
less right in the days when a six was made 
merely by adding two more cylinders to a 
four. This erroneous impression has come 
down to us and we now must fight it before 
the six will take its proper place. 


It was a treat to meet "Gold Watch" Per- 
kins last week at the factory lunch rooms. 
"Mark" was absorbing pie at a rate that 
looked bad for his future digestion. Youngs- 
town, Ohio, where he puts the Hudson cars 
across is becoming noted as a place where 
the streets are clogged with the "Triangles 
on the radiator." 

Can any dealer beat this for a "deposit" 
on an order for a car? Howard C. Williams 
of the Morgan-Williams Company at Warren, 
Ohio, sold a car the other day and took as 
a deposit 5c — one nickel! The buyer de- 
manded a receipt, which was duly given. 
When he sent his check a few days later he 
carefully deducted the 5c advance payment. 
Some jokers these Williams brothers! But 
it's no joke the way they can sell motor- 

If the Triangle got as many letters from 
other dealers as are mailed to it by two 
Pacific Coast hustlers — Ross of Tacoma and 
Harrison of San Francisco — there would 
need to be a special delivery route to the 
factory. The first thing either of these 
gentlemen thinks when a good story crops 
up is to "shoot it to the Triangle." Hence 
they get lots of mention. All dealers can do 
as well if they only keep us in mind. 
Thanks! Messrs. Ross and Harrison! We're 
always delighted to hear from you! 

Chicago salesmen and employees of the 
Guyler company are still discussing the re- 
markable talk given them not long ago by 
Howard E. Coffin. Mr. Coffin just happened 
in Chicago and Louis Geyler inveigled him 
into giving a "chalk talk" to his organiza- 
tion. That it was well up to his usual 
standard is evident from the tremendous im- 
pression it created on all who heard it. 



We take this method of answering the 
questions of various dealers as to whether 
or not we are sending out catalogs and 
Coffin books direct from the factory. In re- 
sponse to requests received from advertis- 
ing in the Post and other mediums, we are 
mailing the book, "Critical Analysis of the 
Motor Cars of 1914," by Howard ri. Coffin, 
direct from the factory to all who inquire 
for it. With this book we are sending a 
copy of the 1914 catalog of the Hudson Six 

This is the only instance in which catalogs 
or books are sent direct from the factory. 
In all other cases the inquiry is referred to 
the dealer, and we anticipate that he will 
deliver a catalog and see that the prospect 
is followed up. In cases where we send the 
Coffin book and the catalog, we, of course, 
refer the name to the dealer, but it will not 
be necessary in such instances for the dealer 
to deliver the publications, as we have al- 
ready done so. 



President R. D. Chapin of the Hudson 
Motor Car Company, Who Was 
Highly Honored By The Am- 
erican Road Congress Held 
Recently in Detroit — Mr. 
Chapin Was Re-elected a 
Member of the Board 
of Directors. 

Detroit newspapers last week gave special 
prominence to President R. D. Chapin, who 
was re-elected a member of the Board of Di- 
rectors of the American Road Congress, the 
third annual convention of which has just 

The convention generally was most suc- 
cessful. Wider interest than ever has been 
aroused in the good roads question. Repre- 
sentatives and delegates were present from 
many States and from Canada. Secretary 
David F. Houston of the Department of Ag- 
riculture addressed the convention, and ex- 
plained the way in which Federal aid would 
be given to the various States which are in- 
terested in good roads. 

This assistance is to be given in connec- 
tion with the improvement of the public 
post roads as they are called, which simply 
means that every road over which rural free 
delivery routes go, is susceptible of receiv- 
ing Federal Government aid. The State 
must raise a certain fund in order to obtain 
this Federal assistance. The Government 
does not attempt or promise to do it all. 

Hudson dealers everywhere should take a 
vital interest in this good roads movement. 
It is one of the best methods of Increasing 
and extending the use of motor cars in any 
community. If the roads are good the sale 
of automobiles will be good. This is one of 
the reasons why the Hudson Company and its 
officers take such an active interest in the 
good roads movement. They feel that It is 
something that all motor car manufacturers 
and dealers should assist The future of the 
motor car industry depends in large meas- 
ure upon the future of the roads. 

Are you keeping up the weekly meetings 
of salesmen? They are wonderful yeast- 

Just one continual round of compliments 
for the Six 54 from Maine to California. 
Absolutely it gets monotonous! 

What you DO will never make you rich. 
It's what you THINK that really brings re- 

Digitized by 





How Motor-Car Salesmen Loose Sales — One 

Weak Link May Ruin 

Entire Chain 

Among undesirable acquaintances of the 
motor-car salesman may be mentioned the 
Failure family. They go by various names. 
But they all are brothers and sisters. Their 
acquaintance must be shunned by every 
salesman who aims to be a success. Yet 
though they are so undesirable and so fatal 
to efficiency they may be seen sitting about 
the garages and salesrooms of many dealers. 

"Mr. Take-It-Easy" is a very prominent 
member of the Failure family. He comes 
dropping in at all times of a morning, yawn- 
ing because of late hours the previous night, 
logy because it was easier to take another 
drink than to refuse, sluggish because it 
was less trouble to lie in bed than to jump 
out and get a cold bath and a shave. If it's 
rainy he finds it more comfortable pretend- 
ing to be busy at his desk with a cigar than 
to beat through the wet after a man he 
knows well he can see on this kind of a day. 
It's cool and nice in the grandstand at the 
ball game on a hot afternoon. To have a 
quiet game of billiards or cards at the club, 
or to see some good play of an evening is 
much more agreeable than to spend an hour 
or more hunting a difficult prospect. 
Easier to Plod Than to Think. 

It is easier to plod along in the mechani- 
cal, hum-drum way than to think, and plan, 
and scheme new ways of interesting pros- 
pects. Mental activity is a horror to Mr. 
Take-It-Easy. He doesn't want to think. 
He can't bear reading anything but the news- 
paper. He despises the books The Triangle 

But why go on? The Take-It-Easy bunch 
always lands at the bottom. Give them rope 
enough and they'll inevitably hang them- 

"Mr. Doubt" is a bad man to get into a 
selling organization. He can ruin more good 
prospects and spoil more improvements and 
new ideas than any other of the Failure 
family. Mr. Doubt has a weak will, and 
weak selling power, because he has so de- 
stroyed his confidence in himself that the 
first breath of opposition flattens him out. 
He is forever accepting the criticisms of the 
other fellow. If someone says the Hudson 
Six 54 is too big he "lays down" at once and 
comes running back to the salesroom to 
write a letter to the factory stating: "John 
Smith said today the Hudson Six 54 was 
too big! What are you going to do about 
it?" If a prospect says the six burns more 
gas than a four and is too complicated, Mr. 
Doubt sadly agrees with him and marks on 
his prospect card: "Impossible to sell to 
Tom Jones." He is the chap who finds the 
corn crop a failure and hence buying condi- 
tions "rotten in our territory." Or some 
other maker has brought out a car that 
"simply puts us off the map." Oh! He's a 
cheerful idiot, is Mr. Doubt. Wouldn't you 
like him on your staff, Mr. Dealer? 

Hunting An Excuse For Not Hustling. 

"Mr. Let-Up-a-Little" is the fellow who 
hangs about so many garages and sales- 
rooms in the cold weather. You'll find him 
rubbing a clear spot on the frost of the win- 
dow so he can see the storm outside. Quite 
impossible to sell automobiles in the winter! 
Perfectly ridiculous! The fact that a dealer 
in another town not a hundred miles away 
keeps his salesmen and his shop humming 
like a bee-hive all winter does not impress 
him. He is too much inclined to grab an 
excuse for letting up on effort All he needs 
is a mere whisper of difficulty and he takes 
advantage of it. It is a fine sop to con- 

He is the senior partner of the Stuart ft 
Braun Engineering Company, who are at 
present handling some very important rail- 
road construction in the east Among other 
big contracts on which they are engaged are 
the four-track Pennsylvania R. R. bridge 
over the Schuylkill River, and the reinforced 
concrete bridge over the tributaries of Ches- 
apeake Bay between Philadelphia and Balti- 

Mr. Stuart is one of the leading engineers 
of America and his opinion on matters of 
mechanical importance is very highly rated. 

After giving careful consideration to a 

irrespective of price, Mr. Stuart finally chose 
for his personal use the Hudson Six 54. He 
stated that he did so in appreciation of its 
many points of perfection, simplicity and 
wonderful beauty. That the car appealed so 
strongly to an engineer of Mr. Stuart's repu- 
tation is a high testimonial to its efficiency 
from an engineering standpoint. 

Mr. Stuart is seated at the steering wheel 
of the car in the above photograph. Accom- 
panying him is Mr. H. H. McCulla, one of 
the live wires of the Gomery- Schwartz Motor 
Car Company, Philadelphia. It was Mr. Mc- 
Culla who succeeded in getting Mr. Stuart's 
name on the dotted line. 

science. To hunt up prospects for sale of 
cars when spring opens; to hustle for 
chances to take in used cars and sell them 
during the winter, thus having a deposit on 
a sale of a new car later; to keep his shop 
busy with overhauling jobs; to educate own- 
ers to the belief that a motor-car is an all- 
the-year-round vehicle, doesn't appeal to him. 

Havo YOU Met the Failure Family? 

There are many others in this interesting 
but objectionable family. There's "Mr. 
Wait," "Mr. Let-Go-When-It-Gets-Hard," "Mr. 
Gosh-I'm-Tired," "Mr. Have-One-On-Me," 
"Mr. What's-Her-Phone-Number," and many 

Dealers who get one of this crowd on their 
line-up may ruin the whole organization. A 
chain is only as strong as its weakest link. 
The weak salesmen infects the others. And 
the sales suffer. 

Bust the Failure Family or they'll bust 


From the Virginia Motor Car Company of 
Roanoke, Va., comes a letter with reference 
to the Hudson Six 54, which is attracting a 
great deal of attention in their territory. 
The Virginia people write as follows: 

"These cars surpassed our most sanguine 
expectations, and are attracting more than 
ordinary attention here. It is our belief 
that there is no other car at or around the 
price that is the equal of the Hudson Six 54. 
It has all the earmarks of a strictly high 
grade proposition in every respect. The 
owner of a Hudson Six need not apologize for 
his car in any company. It looks good be- 
side any car at any price." 



(Continued from page 1.) 

placement and $1,400 is required. For the 
fourth overhauling a good deal of work and 
replacement is called for and $1,600 is the 
bill. The total spent for the purchase of the 
car and in keeping it running for four years 
in fair shape has been $9,900.00. Should he 
wish to sell the car the owner finds to his 
dismay that while the car is still in good 
shape and running well it is an out-of-date 
model and is worth in the market only about 
$400 to $600. 

"On the right we will place another car 
— a Hudson Six 54. It costs the buyer $2250 
as against $5,000 for the other car. It is 
equally as good in most respects, and in the 
others it is BETTER than the $5,000 car. 
It will do everything, and more, that the 
expensive car will. It looks as well, is just 
as distinctive, Just as popular, just as styl- 
ish. At the end of the first year the owner 
takes his one-year old car to the dealer, adds 
$700 in cash to it, and gets a brand new car 
of the current model. The second year he 
does the same. And the third year and the 
fourth. His total payments in cash amount 
to but $5,050. And he has on hand a one- 
year old car of a current model, that he can 
sell for approximately $1,500. He has spent 
almost $5,000 less in cash than the buyer of 
the so-called 'high-grade' car, and has had 
a fresh, new car every season." 

Just as an interesting little object lesson, 
suppose you get a pad of paper and a pencil 
and test out this Powers argument on one 
of your "economy" prospects. Then report 
the result to The Triangle. 

Digitized by VjODy LC 


"Who's Who and Why" In the Hudson Big Family 

"Who's Who" in the Sales Department? The 
dealer who sells cars. 

That's short and sweet. And as true as it is 

It makes little difference to the Sales Depart- 
ment what the man may be. The S. D. has no 
concern of his clothes, his family, or even his 
morals. The thing that makes a hit with the S. 
D. is that a dealer is a seller. 

The sole and only interest of the Sales Depart- 
ment is to sell Hudson cars. 

The dealer who makes sales will make money. 
There is no doubt of this. Prices and percentages 
have been so arranged that any dealer who sells 
cars cannot avoid — with decent management — 
making good money. 

The man who works with the Sales Department, 
co-operates with it, recognizes its disinterested- 
ness, and sees the value of its ideas, is a dealer 
who ranks high. 

"Who's Who" in the Accounting Department? 
The man who promptly takes up his drafts. 

Which means that he must have a good system 
in his business. He must make sales for cash or 
quick negotiable paper. He must stand so well 
with his banker that when he needs money to lift 

a bill of lading or two the cash will be there for 
him. He must be a keen, alert, deep-thinking, 
close-figuring business man. 

ThaPs the sort of dealer who gets his name into 
the "Who's Who" column of the Accounting 

"Who's Who" in the office of the Triangle? 
The man who writes for us the greatest number 
of snappy, newsy, helpful items from his locality. 

One man cannot travel this big country and 
secure all the material needed for a weekly news- 
paper. Even if he could visit each dealer he 
could not dig up as much news as can the dealer. 
Because each dealer in his own territory is at 
home. He knows every man in it. He catches 
all the humor and interest. 

To pass this good "dope" on to the editor of 
the Triangle is to merit and win a place in our 
"Who's Who" department 

Some day we MAY publish the pictures of some 
of our really best "reporters." 

More than this the things that help one dealer 
help all. And the prosperity of the individual 
dealer is increased when other dealers and the 
company also are prosperous. 

Get into the "Who's Who" column! 

Be a seller, a remitter, a reporter! 



A Hudson Six 54 breezed up a famous hill 
in New York State a week or so ago, passing 
the top of the hill at a 30 mile an hour gait. 
The driver mentioned it in a local garage. 
"I won't call you a liar," smiled the garage 
owner; "but I have $25.00 here to say you 
didn't do anything of the kind." "I'll just 
make that $50.00 to your $25.00 that I'll take 
you in the car and go back and do it over 
again, at 35 miles" retorted the owner and 
driver. And the garage man, seeing he was 
up against it, put his money back in his 
pocket and now shades his eyes and marvels 
when he sees other Hudson Sixes glide past 
his door on their way to climb an "impos- 
sible" hill at 30 miles an hour. 

Books That Will Help to Sell Hudson Cars 

In this Column will be found now and then a review of a book that is in the library at the 
office of the Hudson Motor Car Company in Detroit. The officers of the company read these books, 
the men at the factory read them, the district managers and other representatives read them. We 
want every HUDSON dealer and salesman to read the same books we are reading. Then we will all 
be speaking the same language and thinking the same thoughts. Only thus can we thoroughly under- 
stand each other and thoroughly work together. After you read this review BUY THE BOOK and 
READ IT! It won't do you any good unless you buy it and read it! 


Willard Mack walked into the Tom Bot- 
terill Automobile company's showrooms at 
Salt Lake City a few days ago and, pointing 
at a '14 Hudson Six 54 said: 

"Sell me that" 

The salesman did not drop dead, but after 
gasping for a second, said: 

"Certainly, sir," and whipped a contract 
out of his pocket and pressed a fountain pen 
in the popular actor's ready hand. The lat- 
ter signed the contract and then asked per- 
mission to use a desk and a chair for a 
moment while he wrote the necessary check. 
The car was delivered within an hour, with 
all accessories. 

"I have been all over the country, north, 
south, east and west," Mr. Mack said, "and 
I have ridden in Hudson cars every time it 
Was possible. That's why I have sold this 
car to myself." 

"How to Live on Twenty-Four Hours a 
Day" is the eccentric title of a book by the 
eccentric Arnold Bennett. It is a remark- 
able book by a remarkable man. It is cal- 
culated to stop a man and make him think. 
Which is perhaps the greatest blessing that 
could happen to the average human. Ben- 
nett contends that most of us waste any- 
where from 16 to 24 hours a week that could 
be profitably used in self-education and self- 
improvement. He traces the day's occupa- 
tion of the average man. It is true that he 
writes of conditions in England, specifically 
in London, but the principle applies equally 
as well in America. Our wasted hours, 
profitably used, would make us alb many 
times more efficient than we are. 

Bennett's way of speaking of the value of 
the day of 24 hours is uniquely attractive 
and fascinating. Every man starts fresh 
every morning with 24 hours at his com- 
mand. The millionaire has no more than 
the meanest beggar. None can use up more 
than one day at a time. None need save, 
because the 24 hours comes fresh every 
morning. How we use our daily quota of 
24 hours determines how well we shall profit 
by and enjoy the days ahead kept safe for 
us in the savings bank of Time. Once the 
day is gone no power can call it back to be 

used over again. A wasted hour is lost for- 
ever. A wasted dollar or a wasted fortune 
may be regained, but no hour passed ever is 
ours to use again. 

A vast number of young men — and men of 
every age — squander and wreck hours and 
hours of time that might be made useful, 
productive, worth while. Newspapers — 
published as a business and for the revenue 
of the owners — are exalted into almost gos- 
pel by millions daily. Because the mur- 
ders and suicides and crimes and slush of 
various kinds is printed in some papers is 
no reason why a man must needs waste time 
in reading it all. Reading and music and 
tennis and billiards and golf, and cards and 
dancing, and the theatre — and many other 
amusements and occupations all have their 
place. But their place is not and should not 
be to absorb all our surplus time. 

These are some of the thoughts that Ben- 
nett urges. It's worth anyone's while to get 
the book and read it not once but a dozen 
times. It's a little book at a little price — 
but it may mean big things to many. 

"How to Live on Twenty-four Hours a 
Day/' by Arnold Bennett. Published by 
George H. Doran Company, New York. 
Price, 50c postpaid. Order from publishers 
or through ' local booksellers. 

The energetic, dead-in-earnest man creates A salesman's power of persuasion depends 
confidence and guarantees success. on his earnestness and enthusiasm. 

Indecision crucifies successful action. 

All successful salesmen are optimistic. 
Digitized by VJiOOQlC 






Motor Car Owners and Dealers As- 
tounded—Six-Cylinder Claims Proved 
— Hudson Six Wins 

Herewith is reproduced photograph of 
clipping from the Harrisburg, Pa., Telegraph, 
giving the story of a recent economy contest 
held from Harrisburg, Pa., to Bellefonte, Pa., 
in which the Hudson Six 54 proved to be the 
winner in competition with several of the 
most popular and successful four cylinder 
cars. Read the clipping. It tells the story. 

This is about as good a demonstration as 
we yet have seen of the economy of the Six. 
It makes positive decision on a much dis- 
puted point regarding the six-cylinder and 
the four-cylinder. It proves beyond a doubt 
our reiterated contention that the six- 
cylinder car can be driven at a lower ex- 
pense for gasoline and oil than can a four- 
cylinder car, travelling the same distance 
with equal loads. It does even more than 
this, because this car driven by Mr. Dill 
carried a much heavier load of passengers 
than any of the four-cylinder cars pitted 
against it. Notice the heavier load carried 
by the Hudson as against the other cars. 
This load was made up very largely of pas- 
sengers and baggage. 

Commenting on the result of the contest, 
Mr. Dill, who drove the car said: "When I 
entered the Hudson in the run it was the 
general opinion of autoists and dealers 
around here that a six-cylinder car had no 
chance whatever against the contesting 
four-cylinder cars, but knowing the Hudson, 
I did not think that the case was altogether 
hopeless. Results show that I was correct 
and the claim of the Hudson Motor Car 
Company and other manufacturers of six- 
cylinder cars, in reference to the economy 
of the six is well founded. This is about 
the first time we have had an opportunity 
of publicly demonstrating the truth of our 
statements, and I think it will be some time 
before motor car owners around here recover 
from the surprise that we have them." 

As will be noted, the Hudson carried seven 
passengers the entire distance, used but one 
gallon of gasoline to every fifteen miles, and 
finished with an absolutely perfect mechani- 
cal and tire score. 

The route was over the mountains of 
Central Pennsylvania, covering the Seven 
Mountains and the foot hills of the Alle- 

Incidentally, Mr. Dill states that for the 
past three seasons, they have "pulled down 
the tin-ware," as he expressed it, with their 
Hudson cars, having secured twenty-one 
miles to the gallon, hauling five passengers 
in a 1912 car, sixteen and a half miles in the 
1913 car and fifteen miles per gallon, hauling 
seven passengers and baggage In the 1914 

It must be remembered, in considering 
these mileage figures, that the cars will do 

very much better than this on a level road. 
These economy runs of the Harrisburg club 
are made up hill and down dale, and while of 
course, the car gains something on the down 
grade, still it is not enough to offset the 
extra fuel used on the up grade. If the 
same cars had been driven on level and 

Above Clipping Photographed from Local Newspaper. 

smooth roads, Mr. Dill feels confident that 
the mileage could have been considerably 
increased in each case. 

The weight of the passengers and baggage 
carried in this contest by the Hudson car 
was thirteen hundred pounds. 

It is easier to start, drive, control, and 
take care of the Hudson Six 54 than it was 
a few years ago to do one's own work on a 
little 90-inch runabout. That's engineering 
progression ! 


Resourceful Dealer Uses Mail Vigor- 
ously — Wide Campaign Promises 
Excellent Results— Try It! 

A list of nearly 7,000 names of owners of 
tour-cylinder cars has been secured by a big 
dealer. The list is made up from owners 
residing in a comparatively small territory. 
Accurate information is secured with refer- 
ence to the kind of car, its model number, 
probable value and other data. To this list 
is being sent a series of strong selling letters 
urging the advantage of the six-cylinder car 
and asking the owner of the four to bring 
his car to the dealer and talk over the ques- 
tion of exchanging it for a modern six. 

This is "taking the bull by the horns." 
This dealer does not mope around and com- 
plain about the fact that every prospect has 
a car he wishes to trade in as part payment 
on a new car. He invites this class of busi- 
ness, knowing well that if he once really 
sells a man the six-cylinder idea he will be 
able to secure his old four-cylinder car at a 
figure which will make it possible for him 
readily to dispose of it. 

First Letter of the Series. 

Here is the text of the first letter of the 
series. Others are in the same vein. Their 
purpose is to show the owner the big ad- 
vantage of a six and to emphasize the fact 
that his four constantly is decreasing in 

Dear Sir: 

Our Used Car Department have 
had some calls in the last few 
days for used cars of your make, 
though the demand is not so 
great as it was a few months 
ago. This, in all probability, is 
due to the fact that the SIX- 
CYLINDER CAR is fast taking 
the place of the four-cylinder 
car, and you can readily appreci- 
ate that with the demand de- 
creasing the value of your four- 
cylinder car is fast becoming 
smaller and smaller. 

The trend of the times in the 
automobile world is fast leading 
MOBILES, and we would suggest 
that before you do anything in 
the way of buying a new car 
that you investigate SIX-CYLIN- 
DER CARS very thoroughly, 
and to be perfectly fair, you 
should investigate all SIXES, in- 
cluding the HUDSON SIX 54. 
We feel confident that, after you 
investigate all SIXES that your 
decision can only be one way, 
and that is, you will purchase 
the HUDSON SIX 54. 

In order to get a great many 
HUDSON SIXES on the streets, 
we are willing to take an ex- 
change of your car on a reason- 
able basis. Won't you bring it 
around and talk it over with us. 
Yours very truly, 

Right Way of Using Lists. 

The right way of using lists is being 
utilized. That is to have a large list. The 
percentage of replies from any list is not 
great. People are set in their ideas. To 
move a mass of people takes time and long 
education. Therefore a list of 10,000 is much 







Considered as First Class Matter by Every Live, 

Prosperous Hudson Dealer. 




The average business man has not yet 
arrived at a point where he thinks of adver- 
tising as a separate business or profession. 
He will admit that a doctor, a lawyer, a 
dry goods merchant, a druggist, or a motor- 
car dealer knows more about his own line 
than does the other man. But when it comes 
to advertising, each one of all these various 
men still retains the belief that it can be 
handled perfectly well by himself without 
any training, study or special knowledge. 

This curious delusion is responsible for 
many absurd and pitiful exhibitions of 
wasted money. It usually is impossible to 
convince a man that his advertising is often 
worse than useless. None are so blind as 
these who will not see. Probably only time 
will finally educate men to realize the truth. 

A person who has no knowledge of music 
is no fit critic of a musical composition. 
Army tactics are Greek to all except those 
of military training. A base-ball manager 
is a poor man to handle the details of a 
yacht race. 

So there is much more to study and learn 
about advertising than the average business 
man seems to realize. Yet only those who 
have spent years in the business quite appre- 
ciate this fact. 

Behind all the advertising and publicity 
of the Hudson Motor Car Company is a defi- 
nite plan and policy. To explain this fully 
and clearly to every dealer would take as 
much time as was occupied by the head of 
the advertising department in learning it 
himself — say 20 to 30 years. Because we 
would have to begin at the beginning, with 
the A, B, C, of the first kindergarten princi- 

This is just another of those cases where 
one comes sooner or later to the point of 
having to show a little trust in the other 
man's ability. We trust our doctor, our 
lawyer, our butcher, our baker, our motor- 
car engineer, even our motor-car dealer. 
Why not have a little faith in what is told 
us by the man who has spent a lifetime — 
almost — in learning about advertising? 

It's about as easy to get up at six a. m., 
as at seven, after you become accustomed to 
doing so. To clean up a day's mail In one- 
two-three style comes natural after you've 
been doing it for a week or two. To form 
the habit of rapid — not hurried — decision 
isn't as hard as you may think. And the 
time it saves would amaze you. To do a 
thing right the first time doesn't seem diffi- 
cult to men who have acquired that habit. 
To let well enough alone, and not to split 
hairs over non-essentials is a habit that 
makes captains of industry. 

Try SOME of these habits. It's really 
good fun acquiring them. 



Dealers are requested to pay particular 
attention to the fact that the 1910 Parts 
Price List has been entirely revised and con- 
siderably changed. Some parts that were a 
dollar are now two dollars. Some that were 
three dollars are now fifty cents. These 
variations in price have occurred because of 
good reasons. Some are on account of a 
different source of supply and others because 
of manufacturing facilities that did not ex- 
ist at the time the original list was made 
up. There will undoubtedly be confusion 
unless dealers provide themselves promptly 
with these lists. 

This revised Parts Price List is now 
ready for distribution and will be sent out 
in such quantities as may be needed by 
dealers. Dealers can procure sufficient to 
! supply the needs of themselves and their 
customers, and their requests for copies of 
the book will be filled promptly, just as soon 
as received at the factory. Write for the 
revised list at once, and save yourself and 
us trouble in handling future orders. 

The Maxwell family at Lawrenceville, 111., 
is very proud over its new silver sugar 
bowl, won in the half mile Six 54 slow race 
at Vincennes recently. The story is told in 
this week's Triangle. Our congratulations 
to Mr. Maxwell and our thanks for sending 
us the telegram advising us of his victory. 

The Imperial Motor Car Company of 
Nashville, Tenn., have a remarkable selec- 
tion of Loving Cups and Blue Ribbons in 
their show room. We learn that they have 
recently added to the collection several cups 
and ribbons through the exhibit and contests 
pulled off at a late county fair. One blue rib- 
bon was given for the best running and best 
operated automobile. These events have 
been won in competition with some of the 
highest priced machines In the country and 
demonstrate the fact that the Hudson repu- 
tation is based upon the possession of the 
qualities that are claimed for it. 

Friends please note that we can get all the 
photographs of cars that we need, right at 
the factory. When you send photos send 
something novel, newsy, out of the ordinary. 
John Smith in John Smith's new Hudson 
Six in front of John Smith's new house is 
mighty interesting to John Smith, Mrs. J. S. 
and the Smith family. But hardly so to 
others. We'd like to see John roping a 
mustang from his car. Or pulling a locomo- 
tive. Or hauling some chap out of a mud- 
hole. Or doing anything that is unusual, or 
striking, and that will make a good news- 
paper story. 


Habits are good as well as bad. Though 
when people speak of a habit they usually 
mean the latter. In fact it has become the 
habit to call all habits bad. 

Fortunately it is just about as easy to 
form good habits as bad ones. Some people 
have the habit of industry, or of punctuality, 
or of using their heads as well as their hands 
and feet, or of never letting up on a prospect 
until they have sold him, or of keeping a 
salesroom as clean and neat as their wives 
keep their own home, or of getting a profit 
out of every department of their business. 

If there are any of these habits that you 
have failed to form, why wouldn't it be a 
good idea to go over the list and select one 
or two to acquire just to see what it would 
feel like? 

Habits readily can be taught to others. 
An alert, energetic dealer who makes every 
minute of the day profitable can soon infect 
a whole selling force with the microbe of 
the value of time. The laziest member of 
the organization will be shamed into activity 
when the habit of it is in the air. 

Books That Will Help to Sell Hudson Cars 

In this Column will be found now and then a review of a book that is in the library at the 
office of the Hudson Motor Car Company in Detroit. The officers of the company read these books, 
the men at the factory read them, the district managers and other representatives read them. We 
want every HUDSON dealer and salesman to read the same books we are reading. Then we will all 
be speaking the same language and thinking the same thoughts. Only thus can we thoroughly under- 
stand each other and thoroughly work together. After you read this review BUY THE BOOK and 
READ IT! It won't do you any good unless you buy it and read it! 

Professor Walter Dill Scott is an author- 
ity on advertising, salesmanship and busi- 
ness efficiency. His latest book entitled 
"Increasing Human Efficiency in Business" 
has been described as a chart and compass 
for the young business man who seeks a 
real and genuine, as well as permanent suc- 

In its thirteen chapters Professor Scott 
discusses every range and variation of ef- 
ficiency as applied to business. By the ap- 
plication of known physical laws, the tele- 
phone and the telegraph have supplanted 
the messenger boys. By the laws of psy- 
chology when applied to business equally 
astounding improvements have been and are 
being made. Psychology in everyday words 
is merely common sense, the wisdom of ex- 
perience analyzed, formulated and tabulated 
into rules and law. 

Through scientific and carefully con- 
ducted tests it has been proved conclusively 
that when a man is doing what he believes 
is his best, he is still able to do better. 
When he is apparently completely ex- 
hausted, he is, under proper stimulant, able 
to continue. Most of us never know our 
possible achievements, because we have 
never warmed up and gotten our second 
wind in our business or professional affairs. 

This book is for the employee and the 
wage earner, as well as the head of the 
business and the executive. Various means 
of developing efficiency are described and 
suggested. Very practical methods and 
aims are set before the reader. Theory and 
practice go hand in hand. 

A chapter of particular Interest to Hudson 
dealers is the one devoted to "Practice Plus 

Theory." This goes very thoroughly Into 
the employing and training of men for sales- 
men and for other positions. Comparisons 
are drawn between scientific management 
which has been applied largely to machine 
work, and to the increasing of human ef- 
ficiency. Experience which renders human 
activity machine-like, is a form of experi- 
ence that Increases the possibility that the 
possessor will be discarded and his work ac- 
complished by the introduction of some new 
tool or some new method. There is no war- 
fare between theory and practice. Men are 
apt to become so absorbed in the practical 
that they neglect the theoretical. To the 
extent to which theory is thus neglected 
men lower themselves and class themselves 
as mere machines and so hasten the day 
when they will be discarded. 

The most valuable salesman is the man 
who is constantly alert, who is open to 
fresh impressions, and who can be trained 
to assimilate modern methods and modern 
developments as they come to him from day 
to day. 

This little review of one of the chapters 
will give an idea of the meaty nature of 
Professor Scott's book. We urge upon all 
dealers the close study of the book, because 
while there are in it some features not 
adapted to motor car selling, still the prin- 
ciples that apply in most other lines of busi- 
ness are the same as will be found profit- 
able for the Hudson dealer to study. 

''Increasing Human Efficiency in Business/ 9 
by Walter Dill Scott. Published by The Mac- 
Millan Company, New York. Price, $1.25 
postpaid. Order from publishers or through 
your local bookseller. 

Digitized by 





Severe Accident to First Hudson Six Sold in 

Europe — Yet Car Sustains But Slight 

Damage — The Owner's Letter 

We quote the following from a letter 
received by President Chapin from the owner 
of the first Hudson Six sold in Europe. As 
will be noticed this car has been driven 
about 18,000 kilometers, which is about 
11,000 miles. A very severe accident hap- 
pened to the car, as is told in the letter 
herewith reproduced, yet the damage was 
comparatively slight, and was remedied at 
only a very moderate outlay and in very 
short order. The French manufacturers who 
repaired the car, complimented the Hudson 
Company very highly on the quality of the 
materials and workmanship used. 

This letter is interesting as evidence that 
European users of the Hudson Six are get- 
ting results that compare very favorably 
with the excellent reports that come to us 
from American owners and drivers: 

The Owner's Letter. 

"The speedometer now totals up some- 
thing over 18,000 kilometers and I can't 
remember having had any trouble or delays 
in all that distance, except for the stupid 
accident in Algeria when I met another car 
head-on which put us out of business for 
two weeks. But thanks to the * * * * * 
people, I am just as good as ever now. 

"When the accident occurred (which was 
a head-on affair at pretty good speed on a 
grade of 12 per cent), you, or I, or any other 
man might at first glance have offered about 
30 cents for the remains of the wreck. The 
chassis was broken about midway between 
the extreme front and the dash. The engine 
fastenings remained with the chassis while 
the motor stuck out over the place where 
the mud guard was supposed to be. The axle 
assumed the shape of a hair pin. Outside 
of the chassis, motor fastenings and mud 
guard, all other parts remained intact and 
not even a spoke was broken. 

Less Repair Cost Than For Foreign Cars. 

"My first idea was to wire you for another 
car and send you the ashes of the old one 
but on reflection sent it to 

Hudson Six 54 Wins Handsome Silver Cup 

On Great Record In Half-Mile Slow Race 

with the result that in two weeks I had 
really a new car and all for 1040 frances. 
They complimented the Hudson on the 
quality of the material. At that time I had 
done 10,000 kilometers of good hard work in 
France, Tunis, Algeria and Italy, and when 
the motor was taken down there was not the 
slightest play or wear to be found in any 
working part. Since then I have done 
8,000 in France, Germany, Austria, Belgium 
and Holland. 

"Please don't think the above is a regula- 
tion patent medicine testimonial, but simply 
a few facts. I have paid out a great deal 
less for repairs per kilometer than I ever 
did with the foreign cars. 

"The Delco System interested a lot of the 
aviators at the Deauville meeting. I took 
several of them with me on different oc- 

"It looks to me as if you ought to get 
your share of the spoils over here, especially 
since you have one of the firm on the spot 
and not a mere agency as in the case of some 
other American manufacturers. I know that 
I can send along a pretty good clientele 
when your new models arrive, and will do 
my best to boost things along." 

The right kind of salesman has no fear of 
opposition either from his competitors or 
his customers. 

From the Maxwell Motor Car Company at 
Lawrenceville, 111., comes the telegram re- 
produced herewith: 

One-half mile in thirteen minutes and 
thirty-seven seconds means a mile in twenty- 
seven minutes and fourteen seconds, or ap- 
proximately a speed on high gear of the 
Hudson Six 54 of only two miles per hour! 
Where can you find any four-cylinder of any 
size, any weight, or any make that can 

equal this marvelous slow running record on 
high speed. 

A slow contest of this character or an 
economy contest similar to the one men- 
tioned in another column is the very best 
forms of local selling material The mere 
word of mouth publicity that is gained by 
these local contests is of tremendous as- 
sistance to the dealer. It backs up with 
actual evidence the statements made in the 



Seldom is a motor car dealer called upon 
to show a prospective customer speed. No 
longer is the automobile gauged by its space- 
eating ability. But one day last week the 
new 1914 Hudson Six 54 demonstrator 
breezed a mile at the rate of sixty-five miles 
an hour on the Long Island motor parkway. 
Considering that five persons were riding in 
the car in the test spin, the time was re- 
markably fast. The test was all the more 
impressive and conspicuous because the car 
was in no way "tuned up" for the occasion. 

"We wanted to learn particularly exactly 
what could be expected of the new Hudson 
under varying conditions," said S. S. Toback, 
general manager for the A. Elliott Ranney 
Company, eastern agents for the Hudson. 
"Getaway from standing start, speed on all 
four gears and effect of carburetion effi- 
ciency. These points are of vital importance 
to the prospective buyer of a motor car, and 
after making a real test, we are now in a 
position to give prospective Hudson buyers 
this information accurately. With the 
price of gasoline advancing every few 
months and prospects of it soaring still 
higher, there is much apprehension on the 
part of car buyers in this respect, and one 
of the first questions local automobile sales- 
men are asked is: 'What is your mileage per 
gallon of gasoline?' Of course the carbure- 
tion governs the gasoline consumption and 
the point is to get the maximum amount of 
efficiency out of the motor at a minimum 
cost of gasoline. By our experiment we 
have reached that 100-point efficiency in the 
new Hudson." 

Well written, well presented form letters 
produce new business and hold old custo- 


The Triangle is in receipt of a memoran- 
dum from the Export Department announc- 
ing the interesting fact that it has just ship- 
ped a Hudson car to Messrs. Coutanceau & 
Company of Port Louis, Mauritius. 

Mauritius is a small island in the Indian 
ocean about 450 miles east of Madagascar. 
It is a mountainous island but there are on 
it some good roads. The island has been 
settled for a great many years. Someone has 
jokingly said that it will be unsafe to put the 
Hudson at its top speed over the roads of 
the island, because were this done it prob- 
ably would be impossible to stop the car be- 
fore it would run into the ocean at the other 
side. However, the buyer evidently knows 
his territory, and he knows further that the 
Hudson is going to give him just as good 
satisfaction in this, what seems to us far- 
away island, as it does in our own United 



(Continued from Pagm 1, Column 3) 

more apt to produce sales than is a list of 
1,000. If only five people in 1,000 are in- 
terested to the extent of buying a car, it is 
safe to figure the proportion to hold good in 
10,000 of the same class, which would mean 
50 sales. A five-car sale is moderate; but a 
50-car sale is worth while. 

Dealers who have used small lists and have 
not found them productive are urged to fol- 
low the example of this live and experienced 
salesman. It is well worth while to take 
some time in securing and tabulating an 
accurate list. On its correctness depends 
the success of the entire campaign. To 
spend money on an imperfect list is useless. 
Better to spend time and money in getting 
the list right before investing anything in 
facsimile letters and postage. 

Digitized by 




Building a Business That Lasts 

To "Make haste slowly^' is a good proverb for 
the man who aims to build a long-lived business. 
Mushrooms grow faster than oak trees. The 
effort to get rich quick often ends in get poor 

The "decent average" rules the world. Not 
all men are liars, or knaves, or ingrates. Life 
insurance actuaries know positively the expecta- 
tion of life of the average man. So any business 
man knows what to expect from men in the mass. 

Among one thousand men there will be a few 
sharpers, a few rascals, a few who cannot appre- 
ciate the square deal. But on the average MOST 
of the thousand will be men like yourself. Men 
who appreciate fair treatment; have gratitude 
for favors done; will treat YOU white if you 
treat THEM white. 

The man who continually is seeking to get 
the better of the other fellow comes to grief in 
the end. The man who treats those with whom 
he does business as though they constantly were 
seeking to take advantage of him is not a man 
to be trusted. We usually find in other people 
the qualities we ourselves possess. 

In the long run we all get found out. The 
trapper rarely fails sooner or later to get caught 
in his own traps. Every time we "slip one over" 
we increase the risk of detection and loss of 
faith. We may fool some people a long time but 
always there is the day of reckoning. "The mills 
of the gods grind slowly but they grind exceed- 
ing small." 

"Honesty is the best policy" — though there 

be some knaves who are millionaires. The square 
deal will win in the end. Window-glass business 
habits seem quite absurd and Utopian to some 
men. But there also are men who despise the 
bath-tub and the tooth-brush. 

The Golden Rule, though some may sneer, is 
as true today as when first it came on earth. To 
make fish of one and fowl of another always 
results in a bad case of business indigestion. 
Murder will out. What you do in secret will 
eventually be shouted from the housetops. 

Business reputation is worth more — IN CASH 
— than to make seeming gains by sharp practice. 
It is always the man who fears the white light 
who shouts: "A short life and a merry one!" Do 
you realize that it is only people with clear 
consciences who live long? The sharpers, the 
rogues, the skin-game artists, are merely com- 
mercial May-flies. 

To create a business that will last demands 
foundations built on the concrete of square treat- 
ment mixed from the cement of mutual faith. 
You must be loyal to your patrons before you can 
expect your patrons to be loyal to you. In order 
to have friends you must show yourself friendly. 

Like begets like. Your business is a mirror that 
reflects just what you put into it. Put in shifty 
schemes, questionable policies, and contempt for 
the opinion of those with whom you deal — and 
you will get back a crop corresponding to the 
seed you have sowed. 

The roses of success rarely come from a field 
planted with the thistles of trickery and cunning. 



Demonstrate Your Six At Low Speed — Real Test 

of Good Car Is Slow Travel — Four 

Cannot Equal Six 

From W. C. Spear, Hudson representative 
at Manchester, N. H., comes a good story 
about an unusual feat that he performed 
recently with the 1914 Hudson Six 64. 

Hanover Hill is a particularly difficult 
piece of local road. Mr. Spear, in making 
the demonstration of the Six 54 believes 
that the capacity of the car is shown to 
better advantage by slow driving on a hill 
than by fast. Of course, he gives the usual 
demonstration but he supplements this by 
taking his car to Hanover Hill, slowing it 
down at the foot of the hill to four miles an 
hour on high, and then negotiating the hill 
without slipping the clutch, the speedometer 
being held down to between four and eight 
miles an hour. This he has done several 
times with a load in the car, and everyone 
agrees that it is a wonderful performance. 

A great many dealers do not quite appre- 
ciate the value of this. Many people take a 
four-cylinder car out and run it down slow 
on the level, but to put that same car on a 
hill and then try to slow it down to seven 

or eight miles an hour, will necessitate going 
into second speed, possibly into first. 

The advantage of the six-cylinder motor 
easily can be appreciated if it is thus demon- 
strated on a hill at a slow rate of speed on 
high gear. The real test of any good car 
now-a-days is to see how slow it will travel 
up hill on high, not how fast it will go up. 
Any good car will negotiate any ordinary 
hill at high speed if it gets a running start. 
The advantage of the six 54 is that you can 
go to the foot of any ordinary hill, start at 
five or ten miles an hour and increase the 
speed all the way up. In the four-cylinder 
car It is just the reverse. You will have to 
take a run at a hill at a speed of from 20 
to 30 miles an hour, and by the time you 
have reached the top of the hill you will be 
going eight or ten or possibly you will 
have had to go into second speed. 

We commend this little experience of a 
very successful dealer to others who take 
their prospects out for demonstrations in a 
hilly country. After giving the usual 
demonstration try this slow hill climbing 
stunt, and see if it does not assist in closing 
the prospect and getting the name on the 
dotted line. 

The right kind of salesman must begin by 
training himself. 


It would really seem that E. V. Stratton 
of the E. V. Stratton Company, Albany, N. 
Y., might be likened to a celebrated detective 
agency. Mr. Stratton might well hang out 
over his garage the sign "We Never Sleep." 
Hardly a day passes that some original idea 
does not drift into the Triangle office, and 
on investigation it is found to be fathered 
by Mr. Stratton. 

Just today we learned of an excellent sign 
that is being used in connection with the 
California Plan, widely installed by Mr. 
Stratton. He uses a white background, Tri- 
angle with blue border, and blue letters 
"Hudson Service Station," and with an ob- 
long separate sign from which the Triangle 
is suspended, reading "E. V. Stratton Com- 
pany." This is right in line with the Tri- 
angle's recent suggestion for signs to be 
used in connection with the service stations 
of the California Plan inspection and service 
garages. We suggested also that Service In- 
spectors and Service Garages institute a line 
of road signs leading to their place of busi- 
ness and suitably described with arrows, etc., 
so that tourists will be able to get quick 
service and will also be impressed with the 
fact that Hudson Service is universal and 
the best in the country. 

New ways of saying old things goes a long 
way with a salesman. 

To advance a new and novel idea is often 
the turning point in a sales argument. 

Digitized by VjiOO 









Triangle Article Proves Practical — Pros- 
pect Inclines to Believe Printed 
Word — Eternal Vigilance in 
Use of Triangle Points 

Under date of September 20th, in the 
"Questions and Answers" department the 
Triangle printed an argument to use with 
the prospect who seemed inclined to favor 
the so-called "high grade" car stated to be 
made in one factory. 

Several dealers have written us in refer- 
ence to this subject. Because the Hudson 
Six has left behind it the competitors of 
previous years and we now are ranked along- 
side the "P. P. P." grade of car in all except 
price. Hence a new style of argument is 
found necessary. 

Dealers and salesmen report that this 
"made in our factory" claim of superiority 
crops up frequently. Prospects still retain 
the almost exploded idea that because a fac- 
tory makes — or rather CLAIMS to make- 
its car under its own roof that it must there- 
fore be better than a car made by the Hud- 
son "unit specialist" plan. 

Hudson Plan of "Specialist" Production. 

The Hudson is referred to — quite incor- 
rectly—as an "assembled" car. It is no such 
thing. The Hudson is designed throughout 
by Hudson engineers. No "stock" parts of 
any kind are used, excepting such as are 
commonly purchased by all manufacturers. 
Certain bearings, and tires, and wheels, and 
articles of this description are "stock" with 
all cars. Aside from these the Hudson model 
cars are built from the raw material in our 
own model department. Here we cast ex- 
perimental parts from designs of our own 
engineers. We build the cars from the 
ground up. We test them, try them and 
prove them. Then we send our blue-prints 
and our engineer inspectors to specialty man- 
ufacturers who work out Hudson ideas, under 
the eye of Hudson engineers, as EXCLUSIVE 

With this, of course, many dealers are per- 
fectly familiar. Though some may be a 
little hazy on it. It is re-stated here for the 
benefit of the FEW. 

This idea was splendidly brought out in 
an article in an English paper written by 
an investigator who accompanied the Euro- 
pean engineers on their trip of last summer 
through American motor-car factories. That 
article was reprinted in the August 23, 1913, 
issue of the Triangle. 

One dealer who meets a good deal of this 
"made in our factory" talk uses this number 
of the Triangle as a sales closer on such 
prospects. This is the way he does it and 
tells us about it: 

Effective U«e of Triangle Article. 

"In hopes that our way of answering this 
question might be of benefit to some other 
Hudson dealer, I am going to outline to you 
just how we handle this proposition when 
it comes up in our showroom. 

"This question is undoubtedly one for which 
all Hudson salesmen should have a good and 
ready reply inasmuch as some of our com- 
petitors who do more manufacturing in 

their own plants than does the Hudson fac- 
tory, make capital from this kind of com- 
parison. Unquestionably the argument set 
forth in the article in the Triangle is strong 
enough to overcome any doubt in the mind 
of a prospect who has formerly owned a 
high priced car, but I believe that you will 
agree with me that it is a well known fact 
that the average man or woman is inclined 
to believe more readily what is seen in print 
than what is told them by salesmen. 

"Sometime ago the Triangle published a 
very clever article which was published on 
the other side in one of the London journals 
immediately following the return of the for- 
eign engineers who visited the automobile 
concerns in this country during June and 
July. This article mentioned the Hudson 
Company as being perhaps the foremost in 
this country in its particular method of 
manufacturing cars. The article, I believe, 
was more or less a discussion of the differ- 
ent methods of manufacturing in the U. S. 
and complimented the Hudson plan very 

"You can very readily see the effect it has 
on our prospects who are skeptical on our 
car being an 'assembled' proposition, when 
we take them over to the table in our show- 
room on which lies the leather covered file 
of the Hudson Triangle. We merely ask 
the prospect to be seated, open the file to the 
Triangle in which this article appeared 
(Volume 3, Number 8, August 23, 1913) and 
ask him to read for himself the opinion of 
the best European engineers on this subject. 
It immediately dispels all doubt in the pros- 
pect's mind as to the practicability of the 
Hudson Company's method of manufacturing. 
The writer has personally found in one or 
two instances that it closed completely all 
roads to criticism as to our method of manu- 
facturing. The fact is that this particular 
article compliments the Hudson Company 
and its method so strongly that it sells a 
customer not only on the car but on the 
company which builds the car and I believe 
it would be a good idea to hand along this 
scheme to other Hudson dealers who have 
possibly overlooked or forgotten the exist- 
ence of this article in the Triangle." 



"The man who drives an automobile has 
occasion once in a while to demonstrate his 
ingenuity in an emergency," says Guy L. 
Smith, the resourceful Omaha Hudson dis- 

"One of the most original stunts I have 
ever seen was pulled off a few nights ago 
by Sidney Swanson, one of our Hudson own- 
ers. When he started out for an evening 
drive, he found that the electric tail light on 
his car was out of commission. He knew if 
he attempted to run without a rear light, 
it was a ten-to-one bet that he would be 
arrested or fined. He was not going to be 
cheated out of his ride however and felt con- 
fident there must be some method of over- 
coming the difficulty. 

"Suddenly he remembered that an extra 
lamp with fourteen foot extension cord was 
part of the Hudson equipment. It was an 
easy matter to plug in one end of the cord 
to the side lamp socket, run the cord along 
the side of the car, and tie the lamp to the 
tail light bracket. 

"The evening's ride was enjoyed, and the 
tail lamp repaired the next day." 


Selling Device Salesmen Should Re- 
member—Well-Known Method of 
Successful Advertising Writers 
— Has Scientific Basis 

In the Saturday Evening Post recently 
was published the following in connection 
with "Color Suggestions." 

"Two psychologists at Vassar have found 
that there is a strong disposition on the 
part of college girls, and possibly of all peo- 
ple, to take somebody else's word that cer- 
tain colors are pleasant or unpleasant. In 
effect they have shown that a clever clerk 
selling dress goods and other articles of dress 
can influence customers considerably in their 
attitude toward one color or another. In 
the tests on thirty-five Vasser students colors 

were shown with the remark that this was 
a warm, delicate pink or that was a faded 
blue. The records of the tests indicated that 
twenty-five of the girls were more or less 
susceptible to the suggestions, basing their 
like or dislike of the colors to some extent 
on the suggestion of the 'delicate' or the 
'faded* remark." 

The above quotation suggests the idea fre- 
quently mentioned in the Triangle. 

Pick Your Adjectives to Win. 

The whole thing lies in the choice and 
use of adjectives. Use words calculated to 
direct the mind of the prospect along the 
line it is desired to have it go. Advertising 
writers do this constantly and systematic- 
ally. Tell a buyer the qualities to look for 
in any article and the chances are that he 
will find there just those qualities that are 
mentioned. The idea is well brought out by 
the instance of the clerk selling the dress 

This readily can be applied to the selling 
of motor-cars. To prefix each mention of 
parts or attributes of the car with a strong 
or descriptive adjective helps greatly to fix 
a favorable impression in the prospect's 
mind. Not only that but it helps the sales- 
man to work into his running conversation 
what is really a description of the car. In- 
stead of saying: "The streamline body is 
being adopted by all the best makers," say: 
''This Hudson true streamline body, etc." 
Instead of saying: "You will find this rear 
axle, etc." say: "You will find this latest 
type full-floating axle, etc." Instead of say- 
ing: "The body of the Hudson Six is blue 
and the hood, radiator and fenders are 
black," say: "The body of the Hudson Six 
is a deep, rich, coach blue and the hood, 
radiator and fenders are black enamel baked 
on at extremely high temperatures and rub- 
bed to a polished finish." 

A little ingenuity will show a salesman 
how this principle easily can be applied in 
many ways. Go over the car, pick out the 
features about which you constantly talk, 
and fit to each of them some strong, des- 
criptive adjective. In talking with pros- 
pects practice to use • these terms. It soon 
will become second nature and you will find 
the mental impression left with the pros- 
pect will help greatly in influencing his 
selection of the Hudson car. 

Digitized by VJiOOy LC 





Considered as First Class Matter by Every Live, 

Prosperous Hudson Dealer. 




A straight line is the shortest distance be- 
tween two points. 

It is also the shortest and best way through 
any difficulty. 

As long as business exists there will occur 
differences of opinion. No two men ever 
thought or acted exactly alike. Nor did any 
two men ever see things from precisely the 
same viewpoint. The shield that was gold 
on one side and silver on the other could 
not possibly present the same appearance to 
men on opposite sides of it. Both were 
right in their contention as to its color, but 
it would have been absurd to quarrel over 

Dealers and salesmen cannot always see 
things just as we at the factory see them. 
Nor can we be expected always to see things 
in a dealer's territory as they appear to him. 

Hence it is necessary from time to time 
to have a "get together" meeting, either 
personally, by correspondence, or through the 
medium of our District Managers. And, the 
easiest, and quickest and most lastingly sat- 
isfactory plan by which such a mutual un- 
derstanding can be arrived at is the straight 
line method. 

Let us then not beat about the bush, or 
fence and spar and deceive. Let's not say 
one thing with our lips while meaning quite 
another in our hearts. Let's not vainly try to 
make the selling of motor-cars a success by 
deceiving ourselves and our associates in the 
business. For this Big Family is not so- 
called as a fanciful name. It is in reality 
just that. And unless we work together, 
and have mutual faith, and trust, and con- 
fidence there can be but one end to the 

If you have troubles tell us. If you have 
a grievance — or think you have — spit it out. 
If we haven't treated you as you think you 
should have been treated, say so. If we do 
something you think we should not do in 
merchandising methods in your territory let 
us know it. 

It is our constant endeavor to help our 
dealers. Our business is yours, and yours 
is ours to this extent — that we both are in- 
terested in selling the greatest possible num- 
ber of Hudson cars, and in seeing that those 
cars give the greatest possible satisfaction 
to their owners. 

Therefore use the straight line method. 
Let's be frank. 

To be sure there are and always will be 
matters belonging to any business that are 
subject only to the judgment of the man 
or men who own the business. And with such 
we have no wish nor desire to meddle. But on 
matters of general policy, details of selling, 
daily problems on both sides, let's establish 
a basis of mutual understanding and mutual 

The straight line method simplifies many 


In the early flush of the automobile busi- 
ness cars were bought principally by people 
of wealth. Few knew or cared what was 
their annual outlay. The motor-car was 
more or less of a toy and a fad. 

That day has passed. Today the motor- 
car is a personal and business necessity. 
No man having once known the joy, the 
health, the recreation or the utility of an 

automobile cares thereafter to be without 

Today everybody buys motor-cars. Of 
some sort. And a vital point with many 
is the annual cost of their car. This must 
be figured from all angles. The investment 
cost, the depreciation cost, the fuel cost, the 
tire cost, the incidentals of accidents and 

Probably the strongest angle of appeal that 
a salesman can make is in this annual cost. 
Beauty attracts, popularity interests, power 
and speed fascinate; but the question most 
often asked is: "How much will it cost me 
to own and run this car?" 

Therefore study this from the Hudson 
viewpoint. It will be found a valuable ex- 
ercise. It will sell cars. For the Hudson 
makes good on all these points. You'll find 
the material for this exercise in the Digest 
and in the Triangle. 


Don't "ask" for the order, suggest it. 

Salesmen are frequently told that they 
are entitled to ask for the order. That 
there is a certain point where they should 
do so. That the asking for the order is the 
finale of their solicitation. 

To a certain extent this is probably right. 
But the manner of asking for the order is 
rarely touched upon. In this lies a great 
deal of the success or lack of success of the 

To creep up on a prospect for days, maybe 
weeks, as one might creep on game in the 
hunting field, and then to flush the bird and 
scare it away by a too precipitate move- 
ment at the last minute is bad sportsman- 
ship. Caution is more necessary at the end 
of a solicitation than at the beginning. 

There are many ways of suggesting the 
order rather than baldly and crudely asking 
for it. A suggestion as to the equipment 
of the car is frequently used. To unobtru- 
sively get out the order blank and begin to 
fill it in is often effective. To take it for 
granted that the car is sold is an old, but 
a good method. One salesman drove a car 
to the prospect's garage on the pretext of 
seeing if it would go in nicely — and then 
left it there. To let prospect drive the car 
on a demonstrating trip, and then to get out 
of the car at the prospect's door as if it were 
a trip in the owner's car has been used. 

There are many of these little devices that 
will suggest themselves to an alert sales- 
man. Rarely are two prospects to be hand- 
led in the same way. Use your ingenuity 
in finding out novel ways of thus suggesting 
the order. 

Fiddling away time makes an inharmo- 
nious tune. 


They'll be driving Hudsons a plenty in Ja- 
maica soon. Mr. J. Sutton Brown of Kingston, 
Jamacia. has picked up the plum for the island 
for the 1914 season. The factory had the pleas- 
ure of a visit from Mr. Brown last week. He 
was much pleased with the cars and still better 
pleased to Join the Big Family under the Tri- 
angle banner. 

Two big men and two big distributors dropped 
in at the factory lunch room on Monday. Bald 
from Pittsburgh and Marshall from Lawrence- 
ville ate pumpkin pie with us. 

Clever post cards I. W. Dill sent out to his 
friends announcing his winning of the Economy 
Contest told in last week's Triangle. Just one 
suggestion, however. We aren't strong on pic- 
ture post cards of places interesting only to 
local people. We'd have liked to have seen Mr. 
Dill and the winning Hudson on the post card. 

A special London dispatch to the New York 
Herald told of the American ambassador Walter 
Hines Page traveling 1,800 miles in his Hud- 
son car durlg his vacation in Scotland. Need- 
less to say the vacation was a great success and 
most enjoyable. The car ran "smoother than 

In parts of the South, and in Canada, "calm" 
and "cam" are pronounced the same — with the 
short "a," That's where E. O. Brock of the 
Southern Auto and Electric Company of Little 
Rock, Arkansas, got in his deadly work. The 
shop foreman came in with a list of parts for 
a repair Job. ( Not a Hudson. ) On the list was : 

1 set calm shaft bearings. 

"W T hat do you want new bearings for if the 
shaft is now so quiet?" asked Brock. That's 
where the story stops. Maybe he took a cigar! 

"Bully" says E. J. Foley, president of the 
Foley Motor Car Company of Paterson, N. J. 
He means business. And the wav the cars per- 
form. More 1914 Hudsons delivered than all 
others at the price combined. Last week sold 
one 1913 six, three 1914 sixes and ONE 1915 
SIX! The 1915 buyer has always owned a diff- 
erent car. He wants his 1915 six delivered in 
August, 1914. 

Kansas City claims to be third in volume 
of motor-car sales in the United States. Annual 
sales of pleasure cars said to be 12 millions, 
tires and accessories 3 millions, trucks 1% 
millions, total of 16% millions. They own up 
to New York and Chicago being larger but dare 
any other city to dispute their claim of third? 
Who will? 


Everybody admires the "Speedster." Here 
is a chance for someone to get a good one. 
It is practically as good as new. A little 
tear in a cushion, and a little scaling of the 
paint on the hood. Otherwise in excellent 
shape and running "smoother than silk" in 
the well-known Hudson style. Any dealer 
who has a buyer for this car should let us 
hear at ONCE. Use the wires if you are 
more than a day distant by mail from 

Good Way to Use Canvas Sign 

Some dealers do not care for 
the canvas or muslin sign on 
their building. They think it is 
apt to create an impression of 
"cheapness." While this seems 
unlikely If the sign is properly 
painted and constructed, still the 
idea is honestly entertained. 
Above is shown a method by 
which the muslin sign acquires 
added dignity. It is used by the 
Henley-Kimball Company of Bos- 
ton. Others too are using it. The 
idea is simply to place the sign 
inside and quite close to the glass 
of the show-window. Accurate 
measurements are required and 
the sign should be very neatly 
put up. 

Digitized by VjOOQ IC 


Europe Endorses the Six- Cylinder Motor 

The Autocar is one of the most reliable and conservative auto- 
mobile publications in the world. It is published in London, Eng- 
land. What it says on technical questions affecting the motor-car 
is accepted as final by many motorists. Note The Autocar's con- 
clusion that "the four cylinder engine cannot compete with the 

six cylinder either in torque at low speeds or In smoothness of 
running at any engine speed." 

We commend to all dealers and salesmen a careful reading of 
the article here photographically reproduced. We also suggest 
that it is excellent selling material. 

Saturday, August 9th, I9i$# 


H3oumal publishes in tbe interests of tbe mecbamcall? propeUeo roao carriage. 


No. Q29. 

Saturday, August 9TH, 1913. 

Vol. XXXI. 


Small Six-cylinder Cars. 

The fine performance of The comparatively small six- 
cylinder Sunbeam in the recent Grand Prix race natur- 
ally draws attention to the six-cylinder engine , indeed, 
this type of engine was rather well represented in the 
Grand Prix race, as the two Excelsiors, which had 
larger engines than the Sunbeams, also succeeded ii: 
finishing the course, though they did not play the 
same prominent part in the race. 

The way in which the six-cylinder car has main- 
tained its hold, in spite of all prophecies to the con- 
trary, is interesting in more ways than one, and the 
fact that it should be used in so keen a contest as the 
Grand Prix, and, moreover, in a Grand Prix with a 
fuel limit, is an evidence that it is no longer restricted 
to its old field of work, in which smoothness of running 
in big engines was the main consideration. We are 
not given to prophesy, yet the fact remains that all the 
indications at present point towards a wider use of 
the six-cylinder enigne than ever before, as it 
appears probable that it will be made in still smaller 
sizes, and eventually take the place of the four- 
cylinder engine for comparatively small cars. 

In the old days, when engines were unreliable, the 
addition of two cylinders was regarded, and not un- 
naturally, as an undesirable complication, though the 
smoothness of the drive was admitted on all hands. 
For a long time the manufacture of six-cylinder engines 
was practically confined to the Napier firm, and when 
other firms took up the engine it was used almost 
exclusively for large powers, as the general opinion 
then was that, except for really big engines, there 
was no reasonable excuse for using six cylinders. 
Then, again, those who took it up had in many cases 
great difficulty in producing an engine which would 
run smoothly at all reasonable speeds: they succeeded 
in making an engine which was very nice indeed at 
certain speeds, but which at certain other critical 
speeds was positively less pleasant to sit behind than 
rheir four-cylinder models. All the worst of these 

troubles were due to crankshafts of insufficient stiff- 
ness and to inadequate support of the crankshaft, but 
these early troubles have been surmounted now, and six- 
cylinder engines without any dampers or other special 
methods of killing pei iodic vibration can be made, 
and are being made, which run smoothly up to any 
speed at which they can be driven on the road, or, for 
the matter of that, upon the track ; the six-cylinder 
Sunbeam is a notable example of this. 

To Meet the Prevailing Demand. 

The overcoming of the one great difficulty of periodic 
harshness has widened the field for the six-cylinder 
engine, and the reason why we think it is likely 
to be built in smaller and smaller sizes is that the car 
design of the present and the immediate future is prac- 
tically a reply to the request for an engine which pos- 
sesses the special qualities of the six-cylinder. It will 
be admitted at once that the popular demand is for a 
car which will run almost anywhere without a change 
of gear, including the climbing of all ordinary main 
road hills. This at once necessitates a low top gear, 
which in its turn means high engine speed. There- 
fore, it is obvious that the conditions imposed by 
popular demand are best met by a six-cylinder engine, 
because its superior torque lends itself to top gear 
running, and its well-nigh perfect balance makes it 
possible to run the engine at high speeds such as are 
necessitated by low gears on the level without vibration 
or noise. The four-cylinder engine cannot compete 
with the six either in torque at low speeds or in smooth- 
ness of running at any engine speeds. 

It may be said quite fairly that all we have brought 
forward is a string of truisms. We do not deny it ; 
but what we want to point out is that these truisms, 
each of them, furnish an argument in favour of the six- 
cylinder engine, not only for large cars, but also for 
comparatively small ones. All the tendencies of the 
day are in favour of higher and higher engine speed, 
while the demand for smoothness and quietness of run- 
ning without change of gear certainly strengthens, so 
that there is every indication of a wider future for the 
six-cylinder engine. 


Prom C. L. Ross, manager of the Pacific 
Car Company at Tacoma and Seattle, comes 
a clever little advertising scheme. Mr. Ross 
has just started this. He says that he does 
not know that it ever has been used before, 
at least not to his knowledge. It would 
seem to be an idea that could be used to 
advantage in towns of not over 100,000 popu- 
lation. It Is, of course, better adapted to a 

moderate sized city than to a larger place. 
The way Mr. Ross describes the idea is this: 
"We have written a letter stating that the 
signer has ridden in and driven the new 
1914 Hudson Six 54 and that in his estima- 
tion it is the best performing, quietest and 
most powerful car that he ever has had the 
pleasure of driving. The signatures that 
we get to this letter are from men prominent 
in the town. We select men who drive other 
makes of cars. Nearly all of them drive 
four-cylinder cars. We do not get the signa- 
ture of any Hudson owner. At a glance it 

would seem that it would be hard to get 
signatures to this letter but such is not the 
case. If a dealer himself will go out for a 
week with a new car and invite prominent 
men to ride in it and drive it he will find no 
difficulty in securing their signatures to a 
statement of this kind." 

We commend Mr. Ross* excellent little 
scheme to the attention of dealers in towns 
that would be susceptible to it. 

Start every day with individual team- 

Digitized by VjOOQ LC 


The Opportunity Proves the Man 

The opportunity does not make the man — it 
merely proves him. The man is there all the 
time, though few may know it but himself. 

Leaders and executives often develop through 
what seem accidents of fate, or almost chance. 
Until circumstances give them their opening, 
their ability is not realized. Yet their success 
comes from no change in themselves. Merely a 
change in environment. And in the apprecia- 
tion of their associates. 

The most useful members of the Big Hudson 
Family have been almost accidental finds. Chance 
gave diem their opening. They proved their abil- 
ity to lead and execute by their efficiency and 

That salesman who comes to you, Mr. Dealer, 
seeking a chance may prove your best lieutenant 
Many have entertained angels unawares. He 
knows that he knows and what he can do. You 
don't. He cannot tell you in five minutes what it 
has taken him (maybe) 15 years to learn. Be- 
ware of snap judgments! 

What a man has done he can do again — and 
do it better. Find out what your man has done. 
If he sold watches he can sell cars. The same 

people buy both. If his personality makes him 
friends in one line of business it will in another. 
Don't turn him down because he must tell his 
own story. Yet, hear what those who know his 
record say for him. 

Sometimes you will find the man you want 
right at your own door. There may be in your 
own organization a bright, capable chap, who 
only needs the opportunity to prove his merit. See 
that he gets it! Make it your business to know 
your men. Know what they are, where they are, 
how they live, what they read, who are their as- 
sociates, what is the calibre of their gray matter. 

A Beau Brummel is not necessarily a fool be- 
cause he dresses fastidiously. Nor on the other 
hand is a man lacking in brains because he con- 
siders clothes as one of the smallest of life's de- 
tails. We all are individual, peculiar, different 
from the other man. One man plays golf and 
the other goes fishing. One can't bear discom- 
fort, while the other revels in it. If we all liked 
only base ball who'd buy shot guns? If all ad- 
mired brunettes, pity the blondes. 

Give the man a chance! 

He may surprise you! 

"Gold is where you find it!" 






Question — A strong talking point on the 
part of one of our competitors is their T-head 
motor. At date of present writing, we have 
several prospects on the fence. Please fur- 
nish us with some arguments showing the 
advantage of the L-head motor over the 
T-head and point out the disadvantage of 
the T-head type. 

Answer — Some people imagine that the L- 
head motor, while unquestionably a good 
motor, is inferior to the T-head type. This 
is a popular impression that, like a good 
many other ideas that get into the public's 
mind, is quite erroneous. 

A vital difference between the T and the 
L-head type of motors is the necessity of 
employing two cam shafts on the T-head 
while but one is required on the L-head. 
This at first sight, may seem a small feature 
but it is much more important than is gen- 
erally realized. Two cam shafts mean two 
shafts, two cam shaft gears, at least three 
bearings, and flanges and bolts for the at- 
tachment of the game. In other words, 
eleven more parts, at least, are required to 
complete the T than the L-type. With two 
cam shaft gears, it is necessary that they 
rotate without interference. To obtain this 
result, they must be offset either crosswise 
or fore-and-aft. This means that tappet 
valves and valve springs are all pushed out 
from the center line of the motor a corres- 
ponding distance. This involves widening 
of the crank case and cylinder head with a 
large increase in weight of aluminum and 
cast iron over the weight of an L-head motor. 
If this offsetting is done fore-and-aft, it still 
necessitates extra metal and length of cast- 

By actual experience it is found that the 

average T-head motor weighs about seventy 
five pounds in excess of an L-head of similar 
bore and stroke. 

Again there is much more friction of bear- 
ings and gears In the T-head than in the 
L-head. It is easily seen, of course, that this 
is just double. The load variation on the 
cam shaft of the L-head type is much less 
than on the T-head for the reason that with 
twelve cams on a shaft as in the L-head, 
there exists a series of over-lapping pres- 
sures, whereas with only six cams, there is 
an intermittent load dropping from maxi- 
mum to zero. This results, of course, in 
greater wear and hammering action, more 
noise and liability to get out of order in 
the T-head than on the L-head. Practice 
proves this point to be well taken. 

The point often made by the T-head ad- 
vocates, that the cylinder is better scavenged 
is not found to be so in practice. There are 
more pockets and corners in the T-head that 
are not swept out by the incoming gas. 
These are filled with dead gas and reduce 
the space available for power production. 
The dead gas is chilled by the incoming gas 
and is more apt to deposit carbon on the 
exhaust valve and seats. During the period 
of compression, it mixes with the fresh gas 
near the top of the cylinder diluting it to 
a point where complete and instant ignition 
is seriously retarded. On the exhaust stroke, 
such gas is pocketed over the inlet valves. 
This is mixed with the fresh gas when the 
inlet valve is opened. In the L-head com- 
bustion chamber, the form makes these fea- 
tures comparatively insignificant. The heat 
radiation in the T-head is greater than in 
the L-head motor. In other words, the cool- 
ing of the T-head type is not as uniform and 
invariable as in the L-head motor. 

In summing up, it may be impartially 
said of the T-head motor, that it has more 
parts than the L-head, it is heavier, it may 
readily become noisier, it is less efficient 
thermally and mechanically, it does not 
scavenge the cylinder as well as the L-head 
and it is a type which appears to be slowly 
losing ground with the best makers. 

During the last year, the T-head motor 
has been abandoned by at least two prom- 
inent manufacturers. 


It's merely a habit. 

Some people have it by nature. 

The rest of us have to cultivate it. 

It means forgetting injuries and hurts and 

It means refusing to permit your mind to 
dwell on anything that causes worry and 

It means resolutely swinging your thoughts 
to brighter things. 

It means to put aside the past and live in 
to-day, with no fret about to-morrow. 

It's just a habit! It can be cultivated, and 
there's no other habit so well worth while. 


From North Carolina comes a letter from 
the owner of a Six 54, purchased through 
M. B. Aultman, Hudson representative at 
Jacksonville, Fla. 

The owner writes that he drove his car 
from Jacksonville to Asheville, N. C, run- 
ning time about 24 hours, consumption of 
gasoline averaging 14 miles to the gallon. 
He states that he used the fourth gear 
whenever he thought it practicable and that 
it lowered the gasoline consumption con- 
siderably. He further writes, "The car 
answered nobly every time in a pinch, over- 
coming road conditions that no car was 
ever intended to negotiate. 1 
Digitized by 

s that no car wai 





VOLUME 111. 



The Problems of the Sub-Dealer 

By E. C. Morse, General Sales Manager 

The name "Sub-dealer" has been commonly 
used to differentiate between the dealer who 
buys direct from the manufacturer and the 
dealer who buys from the dealer or distrib- 
utor, and does not deal at all directly with 
the factory. 

For the purpose of this article the dealer 
buying from the factory will be called the 
"Distributor" and the Sub-dealer will be 
known as the "Dealer." 

In order to cover the territory of the 
United States as efficiently and as economic- 
ally as possible, the Hudson Motor Car Com- 
pany has established distributors in the prin- 
cipal cities throughout the country. These 
distributing points are naturally points from 
which, both geographically and commercially, 
the product of the company may be distri- 
buted to the best advantage. 

The territory given to the Distributor is 
presumed to cover that which is contributary 
to the distributing point, while being limited 
by the company to cover only such territory 
as may be effectively covered and developed 
by the Distributor. 

How Distributor and Dealer Work Together. 

Every Dealer selling goods knows the ten- 
dency of the buyer living in the small town 
to shop in the larger centers. Every Dis- 
tributor knows the value of being locally rep- 
resented in every town in his territory. 

To obtain the best results, perfect co-opera- 
tion must therefore exist between the Dis- 
tributor and the Dealer. When the customer 
contemplating the purchase of a motor car 
leaves the small town in which he resides 
and goes to the distributing center — say Min- 
neapolis, Kansas City or Chicago, he will be 
largely influenced in his investigation of 
motor cars by what he has been told by his 
local dealer. 

As a rule this customer will go first to 
investigate the particular car recommended 
by his local dealer. This gives the Distrib- 
utor a big opportunity to help the Dealer. 
The Distributor by reason of his fine sales- 
room, well-equipped service department, and 
efficient sales staff, is in position to give the 
best possible assistance to the dealer in clos- 
ing the order. 

On the other hand, if the Distributor has 
no Dealer in the small town, the buyer con- 
templating the purchase of a motor car, and 
who goes to the large distributing center, 
goes to the Distributor of some other make 
of car who has a local dealer in his town. 
The result is that the Distributor not having 
local representation in each town in his terri- 
tory loses many sales which he might have 
made if he had only had the opportunity of 
meeting the intending purchaser. 

The above is only one point which strik- 
ingly illustrates the necessity of the Distrib- 
utor having a Dealer in the smaller town, as 
well as one of the methods by which a live 
and up-to-date Distributor can assist that 
Dealer to make money for himself. 

Importance of Dealing With Strong 

Dealers should be very careful with what 
Distributor they do business. A man who 
has considerable money to place in the bank 
usually investigates the standing of that 
bank before he commits his savings to its 
care; yet many dealers fail to properly inves- 

tigate before closing arrangements to do bus- 
iness with a Distributor, and upon whom 
they are largely dependent for the very 
profits which they seek in their business and 
which they give their time and energy to get. 
No Distributor today would think of mak- 
ing a contract with a manufacturer without 
being pretty sure that that manufacturer was 
financially sound and turning out a product 
which was marketable, at the same time 
backing up that product by the right kind 
of advertising and the proper service organ- 
ization. It is just as important for the Deal- 
er to be as careful in making his contract 
with the Distributor. 

Excellent System of Hudson Motor Car 

The Hudson Motor Car Company, realizing 
all of this, insists that a copy of every con- 
tract made by its Distributors shall be sent 
to the company. The Hudson Motor Car 
Company goes farther and guarantees that 
the Dealer shall not be subjected to even a 
chance of loss on account of his deposit. The 
name of the Dealer doing business through 
its Distributor is known and recognized by 
the Hudson Motor Car Company the same as 
if that Dealer were doing business with the 
company direct. In the Sales Organization 
of the Hudson Motor Car Company, efforts 
are continually being made to assist the 
Dealer as well as the Distributor to increase 
his sales. 

Hudson Distributors, I am sure, appreciate 
the importance of securing a local dealer in 
every town in their teritory. They also real- 
ize the need of giving those Dealers their 
best possible support. With this effort on 
the part of both the manufacturer and the 
Distributor to assist the Dealer, no line of 
cars today offers better possibilities for the 
Dealer who wants to remain permanently in 
the business and make money, than the Hud- 
son line. 

Sticking to a Good Car and a Good 

The Distributor or Dealer who changes the 
line of cars he handles every year, is not 
making any headway, he is simply marking 
time. Eventually, if this policy is continued, 
he will drop out of the business. 

The automobile industry will soon come to 
a point where the Distributors and Dealers 
in the towns throughout the United States 
are permanently established with certain 
lines of cars. They will handle certain well- 
known lines from year to year and will be- 
come known in their communities in con- 
nection with those particular lines just as, 
for example, when you want hardware or 
farming implements there is one Distributor 
or Dealer's name which instantly occurs to 
you because he has been handling that class 
of goods for a long time. 

It is noticed throughout the country that 
fewer changes among their dealers are being 
made by the leading manufacturers today. 
Gradually organization is coming out of 
what was chaos but a short time ago. The 
things for the Dealer to determine are — first, 
will I remain permanently in the business; 
second, if the answer to the first question is 
in the affirmative, "I must associate myself 
with a successful distributor and manufac- 
turer, because with their success will come 
my success.*' 

The Hudson line of Sixes this year at 

lower prices — cars never before equalled at 
such low prices — gives to all Dealers an op- 
portunity for a much larger sale of Hudson 
cars than ever before. 

To those dealers, therefore, in territory 
where our Distriubtors are not yet represent- 
ed, I would say, get in touch with the Hud- 
son Distributor quickly — for the Hudson 
Car and the Hudson Organization can help 
you to become the leading and most success- 
ful dealer in your territory. 

Triangle Tells How 
Dealers Win Success 
Selling Hudson Cars 

Hudson Weekly Newspaper Specially 
Useful to Smaller Dealers— Gives 
Practical Hints on How to Do 
Business — Enthusiastic- 
ally Endorsed by All 
To the Triangle, the Hudson company's 
weekly newspaper, may be credited no small 
share of the success of many dealers. Big 
metropolitan distributors have, most of them, 
organizations that are sufficiently expert and 
experienced to solve almost any problem; 
and of course do not profit as largely from 
the Triangle as do the smaller dealers; 
though even the biggest distributor many 
times finds in the Triangle aids and helps 
that had not occurred to him. 

A Course in Motor-Car Salesmanship. 

The smaller dealers — whose name is legion 
— find in this comprehensive weekly publica- 
tion a complete course in motor-car sales- 
manship. They learn from it just how to 
conduct a business. They graduate from 
novices losing money and not knowing why 
they lose it, into successful automobile deal- 
ers making good profits and knowing exactly 
why and how they have done it. The Tri- 
angle tells them where to get a location, 
how to arrange their building, how to furnish 
and care for their showrooms, how to keep 
their books, how to get and handle a list 
of prospects, how to train salesmen. It not 
only shows them how to secure a prospect 
list but in a supplementary weekly letter it 
furnishes them with a letter to write to 
prospects every week. It has been instru- 
mental in arranging for them filing systems 
and cards already prepared so that they 
know exactly how to install and keep up 
this most important and resultful method of 
making sales. 

TRIANGLE Sells Cars. 

One of the biggest Hudson distributors 
uses the Triangle as a member of his 
selling force. Within the last three weeks 
its use has sold, directly, three cars. One 
article in the Triangle when handed to 
a prospect to read has cinched three sales 
where it seemed almost impossible to close 

There is hardly an issue of the Triangle 
in which does not appear one or more arti- 
cles of this kind. 

Each dealer and sub-dealer has a hand- 
some leather binder, with name in gold, in 
which he keeps his copies of the Triangle, 
and this is always kept on a table in the 
salesroom so that prospects can read it, and 
(Continued on page 2, Col. 3f 

Digitized by VjOOQIC 





Considered as First Class Matter by Every Live, 

Prosperous Hudson Dealer. 




Thia issue of the Triangle may seem like 
primary lessons to some of our old friends. 
But please bear in mind that there are many 
new members in the Big Family and for 
their benefit we are getting back to first 
principles on some subjects. 

Incidentally it may be remarked in passing 
that it will do no harm to some of the old 
guard to read over again these plain and 
significant truths. We all are prone to for- 
get. We read something, and say: "That's 
good!" and then we promptly forget it. Con- 
stant reiteration and repetition is needed to 
keep good things in mind. 

There are valuable articles in this Tri- 
angle. Valuable for distributors, dealers and 
sub-dealers, both for those who long have 
been with us and for those new at the 
Hudson game. 


E. C. Morse, General Sales Manager, con- 
tributes to this issue of the Triangle a most 
excellent article on the relations existing 
and which should exist between the Distri- 
butor, the Dealer, and the Sub-Dealer. 

Strongly and forcefully he brings out the 
salient points of this interesting and im- 
portant question. The article, to be sure, is 
necessarily short, and hardly does more than 
skim the surface. Yet it furnishes food for 
thought and should be carefully read and 
pondered by every Hudson distributor, 
dealer, sub-dealer, salesman and district 

Always remember that the Hudson Motor 
Car Company is ready and willing at all 
times to help solve questions of organization, 
dealer relations, and selling problems. 

Why It Is Known as The Hudson Light Six 


Sir Joseph Beecham, of St. Helen, England, 
of "Beecham's Pills" fame, said to be prob- 
ably the heaviest advertiser in the world, 
has made his success through persistency. 
He says "Advertise if you would get the 
worth of your money. Make your advertise- 
ments attractive but not effusive, and keep 
them permanently in the papers until they 
have had a natural, cumulative affect." 

The national advertising of Hudson cars 
will benefit you directly and profitably when 
folio v\ed up with advertising in your local 
newspaper. But to put an advertisement 
in one week and leave it out the next or to 
advertise heavily for a couple of months and 
drop it for the rest of the year, is not the 
way to make it pay. 

We furnish from the factory a very attrac- 
tive series of advertisements. These ads. 
are carefully written. They cover points 
that come up in every section. We have 
found by experience that the style and the 
language in these ads. is calculated to pro- 
duce the most business. 

We pay half the cost of this local adver- 
tising. How many motor-car manufacturers 
do you know that are as liberal? 

Persistency in the use of this series, will 
line up your local demands with the national 
interest that is created by our general adver- 

The official name of the new car, just an- 
nounced to dealers, is the Hudson Six-40. 
Note the dash between the word "Six" and 
the figures "40." That is the way to write 

But if you feel that you MUST have 

a more familiar name for the car it MAY be 
called the "Hudson Light Six." Please use 
the word "Light" instead of "Little," as many 
have been doing. 

We don't want to convey the idea that 
this is a diminutive car. As a matter of 
fact 123-inch wheel-base isn't very small, 
you know. Yet the car is not big. 

The word "Light" comes the nearest to 
expressing just what we wish to convey to 
buyers in the way of information. 

Light in Weight. 

The Six-40 weighs 2940 pounds. We call 
that about 18 pounds to the inch, over all. 
It is hardly fair to figure weight per inch 
of wheel base, because the wheel base only 
goes from hub to hub. The actual length of 
the car, as considered by the man who wants 
to know how long his garage must be in 
order to accomodate it, is more nearly the 
true length than an arbitrary wheel base — 
a purely technical measurement. 

This weight is very decidedly less than 
that of a well-known and prominent four- 
cylinder car. It is far lower than any other 
Six of anywhere near the strength and 
quality of the 40. Cars are advertised as 
"Light Sixes" that are light in very truth. 
So light that they approach the point where 
some owners might like a little more weight. 
Hudson engineers have not sacrificed 
strength to lightness. The car is first of all 
made amply strong and substantial. Then 
weight is reduced wherever it can be taken 
off without weakening in the slightest degree 
the staunchness of the car. 

Many parts of the Hudson Six-40 are far 
heavier than in other cars. There is metal 
of the best, and plenty of it, in crank shaft, 
in bearings, in gears, everywhere that 
strength and toughness is called for. No 
weight is saved at the expense of efficiency. 

Light in Upkeep Expense. 

From England we get one of the most de- 
scriptive words that can be used in connec- 
tion with a motor-car. The word "upkeep" 
as applied to the cost of keeping up a motor- 
car is simply a perfect word. It compre- 
hends gasoline, oil, tires, repairs and ad- 
justments, everything that calls for any out- 

In its ability to reduce his upkeep expense 
the Hudson Six-40 is the friend of every 
motorist. Everyone knows, now, that a Six 
consumes no more gasoline than a Four 0/ 
equal power. In those last three words lie 
the secret of the difficulty that has con- 
fronted people for so long. They have not 
been comparing Sixes and Fours. They have 
been comparing 60 horse power Sixes with 
40 horse power Fours. Of course a big Six 
costs more than a small Four. But a Six 
and a Four of equal power is a very differ- 
ent affair. As a matter of practical experi- 
ence the Six, because of better working con- 
ditions uses less gasoline than a Four of even 
lower horse power. This isn't theory; it is 
proven fact. 

Tire cost is less with the Hudson Six-40. 
Because the car is driven smoothly, steadily, 
without jerk or jar. It isn't speed or miles 
that wears tires. It's jerks and jars and 
vibration, and starting and stopping, and 
changing gears in traffic. With the Hudson 
Six-40 one rarely changes from high gear. 
The car never jumps or slips and slides. 
This cuts dollars off the tire bill. 

Because of absence of vibration there is 
absence of many minor disarrangements of 
adjustment. Nuts don't work loose so read- 
ily, spring shackles stay tighter, bolts hold 

more firmly, the whole chassis feels the bene- 
fit of the smoothness of running. Lack of 
vibration means longer life to all metal parts. 
There is longer life to metals than when 
subjected to constant vibration and stress. 
All this means lowered upkeep. 

"Light on Its Feet." 

Engineers have a habit of saying of a 
snappy, responsive, smoothly-operating motor 
that it is "light on its feet." This term well 
may be applied to the entire Six-40 car. It 
perfectly describes its lightness of movement, 
quick get-away, instant response, ease of con- 

The driver and his car become one. You 
lose the sense of directing the car. You be- 
come a part of it. You swing this way and 
that; glide over the roads; swoop lightly as 
a swallow over the hills; dip into the valleys; 
almost ride on the air. You sit in a de- 
lightfully upholstered seat and the trees, the 
buildings, the hills glide swiftly by. It seems 
as if the road moved — not the car — so gentle 
is the sensation. 

This is why we call the Six-40 the Hudson 
"Light" Six. 

Factory Stops Mailing Coffin Book 

Dealers will please note carefully that in- 
asmuch as complete supplies of Howard E. 
Coffin's 1914 Analysis of Motor Cars, have 
now been sent out that the factory will, on 
and after this date, cease mailing the Coffin 
books and catalogs direct to inquirers. We 
will resume the regular method of reporting 
inquiries from prospects to dealers and will 
depend upon them to call upon the pros- 
pects and to deliver the Coffin book and the 
catalog as before. 

In this connection, we would like to sug- 
gest that it is much better to get in per- 
sonal touch with a prospect and deliver these 
books to him personally than to mail them. 
This is so important, that dealers are urged 
even to delay a few days in the sending of 
the catalog and endeavor to make it a per- 
sonal matter rather than to use the mails. 
Undoubtedly many do this, and this sugges- 
tion is meant for those who have been In 
the habit of sending catalogs and other 
material out by mail. 

Triangle Tells How To Win Success 
By Selling Hudson Cars 

(Continued from pasre 1, Col. 3) 

be referred to it. The diligent and intelli- 
gent use of the Triangle in this way has 
made many a dealer successful. 

TRIANGLE Valueless Unless Used. 

Like every other good idea the Triangle 
brings no benefit to those who do not read 
it. To throw the paper away, weekly, after 
a bare glance is to lose all its value. Only 
dealers and salesmen who study it, remember 
it, and constantly use it are able to appre- 
ciate its true assistance. 

Not every article fits every dealer. One 
man has one kind of problem, another has 
a different one. What one man finds no 
obstacle at all may seriously distress his 
neighbor a thousand miles distant. Thus 
articles are written to suit all conditions. 
And this must be borne in mind especially 
by the older and more experienced Hudson 

This particular article, for instance, is a 
very old story to many dealers. Yet un- 
doubtedly there are those to whom it will 
be most interesting. 

Read the Triangle. Study it. Keep it in 
your binder. Show it to your prospects. Read 
back numbers often so that you will not for- 
get the good things that have gone before. 

Do this and you'll be a successful Hudson 

Digitized by 



out the one, and the Four displaced the two. 
History is to be repeated. The day of the 
Four has passed. It was a good type, in its 
day, and in certain sizes and prices it still 
has many friends. But in the class of cars 
like the Hudsons at $1,500 and up, only the 
Six can survive. 

A Factory-Sold Car 

Hudson representatives — especially in the 
smaller towns — find it of immense benefit to 
be connected with what one dealer calls a 
"factory-sold" car. By this he means that 
a large part of the selling effort is done when 
the dealer places his demonstrator on the 
floor of his show-room. 

Without minimizing in any way the im- 
portance of personal effort on the part of 
dealers and salesmen, sub-dealers particu- 
larly will find that it is easier by far to sell 
a widely appreciated car like the Hudson 
than a less well-known product. The phe- 
nomenal success of cars designed by Howard 
E. Coffin is in itself a wonderful aid to sales 
getting. The great national advertising cam- 
paigns carried on by the Hudson company 
have had a tremendous cumulative and con- 
tinued effect It is not too much to say that 
advertisements printed two years ago are po- 
tent in making sales of the 1914 car. 

The sale of every car costs something. 
In fact it costs something to call on every 
prospect. These expenses must be divided 

Peter Kettenring: and sons in Hudson Six sold them by B. O. 
Gamble of Toledo in 1H13. 

Twelve years have passed and B. O. Gam- 
ble sells another car, also a fine car of its 
time, to his old customers and friends. In 
the interval the Kettenring family have 
I bought and owned many cars. And Mr. Gam- 
I ble has had their confidence and friendship 
during all these 12 years. Today the Ketten- 
ring family owns several Hudson Sixes, and 
the superintendent of their great factory, 
who has been with them for forty-five years, 
also owns a Hudson Six. 

The story and the lesson are so clear that 
no comment is needed. 

Incidentally it may be noted that the Ket- 
tenrings own the Defiance Machine Works 
of Defiance, Ohio, and are large manufact- 
urers of wood-working machinery. The busi- 
ness has been prosperous for sixty years. 
These men know machinery as few know it. 
And they buy and recommend the Hudson 

among the number of cars sold during the 
year. Hence for a dealer to tie up with a 
car that sells more easily than another car 
— even if it were possible that the two cars 
were of absolutely similar quality and value 
— is a direct means of larger profits. Every 
cent saved of selling expense is just that 
much added to profits. 
The Hudson car is notoriously easy to sell. 

As one dealer says: "I just say to my 
callers, 'There's the Hudson,' and the car 
sells itself. Prospects are 90% sold before 
they even see the car." 

Be enthusiastic but don't mistake mere 
hustling for enthusiasm. A fly in a bottle 
might buzz its life away without getting 

Digitized by 



How Carnegie and Field Became Wealthy 

The secret of their success is that of many rich 
men. The recipe for acquiring riches is the same 
today as when they began. The principles they 
used are applicable to many lines of business. 

At the foundation of the success of any great 
public or private enterprise is organized effort. 
No man achieves entirely by individual exertion. 
Battles are won by armies. Railroads are built 
by millions of hands, and thousands of shovels. 
A great fortune or a great business is the result of 
the concerted, planned, directed energy of many 
men and many minds. 

Carnegie possessed almost a genius for select- 
ing able lieutenants. Yet many of them devel- 
oped their full stature only after he gave them 
the opportunity. His great business was organ- 
ized on military lines. He had captains of tens, 
and fifties, and hundreds and thousands. 

Marshall Field delegated the conduct of his 
vast business to trained and trusted assistants. 

The rewards of these units in the great organi- 
zation to which they beonged were propor- 
tionate to their ability and energy. 

Carnegie made dozens of men rich who helped 
him to become a Napoleon of commerce. 

Field's department managers while helping to 
create what is called the greatest retail store in 
the world built fortunes for themselves. Mar- 
shall Field could not, alone, have accomplished 
the millionth part of what he did through organ- 
ized, and rewarded, effort of those associated 
with him. 

So the motor-car dealer who tirelessly and 
assiduously builds up a complete and thorough 
sub-dealer organization reduces his personal 
labor and risk, and adds to his annual profits. 
Few dealers can perfectly develop the average 
territory covered by a selling contract. One-man 
efficiency is limited. 

To organize an army of workers who penetrate 
every nook and corner of the field with keen, per- 
sistent, unwearied selling effort is the only way 
by which 100 per cent, possibilities can be 

Per car profits may be lower, but per annum 
profits are greater. Dealers who hesitate to sub- 
let territory because their margin of profit per 
possible sale may be divided have missed the 
secret of modern merchandising. 

Division of selling effort results naturally in 
division of service effort. It is easier and cheaper 
to take care of 1,000 cars distributed among 10 
service stations than 600 cared for by only three. 
Likewise 1,000 satisfied owners form a better 
local selling argument than half that number not 
so perfectly cared for. 

From every point of view organized volume 
selling is better than individual unit selling. 
Wholesale pays better than retail. Quantity sales 
at moderate profit per car surpass fewer sales at 
a somewhat larger margin. 

The experience of the most successful Hudson 
dealers confirms this principle. 

Digest Invaluable to Salesmen 

Comprehensive Manual Furnished to all Hudson Dealers— Full De- 
tailed Information About Cars is Given — Digest 
Answers Every Question 

To all Hudson dealers and sub-dealers is 
furnished a copy of the Hudson Digest. This 
is a collection in a loose-leaf binder of prac- 
tically all information that is needed by 
dealers. It tells how to sell Hudson cars, it 
tells their size, specifications, weight, meas- 
urements of bearings, and other technical 
points in connection with the car. It ex- 
plains the Hudson company's plan of adver- 
tising, their method of handling newspapers, 
theatre programs, bill boards and other forms 
of publicity. It gives information about 
other cars and furnishes arguments for sales- 
men's use. 

The Digest is issued in handsome leather 
covers, pocket size, so that it readily can be 
carried by dealers and salesmen. It is the 
constant companion of the most successful 
Hudson salesmen. A man who knows noth- 
ing whatever of Hudson cars can, with 
the aid of the Digest and the Triangle, very 
soon become a most successful Hudson 

The Digest is an annual publication. It 
is not sold, but is loaned to salesmen and 
dealers and must be returned at the end of 
each year when its place is taken by the 
issue of the succeeding year. 

Using The Digest. 

The best ideas of the world are of abso- 
lutely no use until they are put into prac- 
tice. The Digest, while full of good sug- 
gestions, gathered from the experience of 
many successful automobile salesmen, is 
useless unless it is read and studied. Yet 
it is simply invaluable to any man who is 
earnest in his desire to increase his efficiency 
in selling Hudson cars. In the first section 
of the book, the sales and descriptive sec- 
tion, will be found answers to practically 
every argument that is liable to be advanced 
by the prospect. This section also gives de- 
tailed descriptions, specifications and prices 
of Hudson cars. 

Section B is devoted to Advertising. In 
this section is outlined the advertising policy 
of the Hudson Motor Car Company. There 
are also given here suggestions as to circu- 
lar and follow-up letters and other forms of 
local and sales help. This section is so im- 
portant that every dealer should know it 
almost by heart. 

Section C is devoted to Service. It tells 
what service means, how to furnish it and 
how to use it as a selling argument. It 
explains the semi-monthly inspection system 
of the Hudson company and its dealers and 

gives full information. It tells how owners 
should pay for legitimate repair work. This 
is a very important section because service 
is today bulking very largely in the minds 
of both automobile dealers and users. 

In section D, the miscellaneous section, 
are given freight rates on Hudson cars from 
Detroit to all principal points. Also details 
of the banking affiliations of the Hudson 
company; and a list of the officers and de- 
partment heads. 

Section E is devoted to Questions and 
Answers. In this section are given answers 
to important questions which come up from 
time to time in conection with Hudson cars. 
Amongst matters in preparation for instance, 
is a discussion of the L-head and the T-head 
motor, showing the vast superiority of the 
L-head over the T-head type and explaining 
to salesmen and dealers just how to use this 
as a selling argument for Hudson cars. 

Keep Your Digest Complete. 

We urge upon all dealers and sub-dealers 
the importance of keeping their Digest com- 
plete and up-to-date. If any section is not 
supplied with the publications that belong 
to it, write us and we will send them to be 
inserted in your binders. If any of the 
material becomes torn or damaged, write 
us and we will furnish another copy to take 
the place of that which has been destroyed, 
lost or injured. It is our wish that every 
dealer, sub-dealer and salesman who is on 
the list to receive a copy of the Digest should 
have it complete and in regular use at all 
times. The value and importance of the 
Digest can only be realized by keeping it in 
active service. 

Digitized by 





VOLUME 111. 



Selling Power of Form Letters 

Advantages of Circular Letters — How Small Dealers Became Big 

Ones Through Letters — Hudson Motor Car Company 

Writes Letters For Its Dealers 

The fac-simile circular letter used as a 
selling method has come to stay. It is 
found in every line of business, and where- 
ever it is properly used it is enthusiastically 
endorsed as a business getter. 

This is just as true of the motor car busi- 
ness as of any other. Yet there are a number 
of dealers who have failed to realize the 
benefit that is to be derived from the use of 
circular letters. Their failure is due to 
several reasons. Either they have no faith 
in the letters or they do not handle them 
properly. Like every other piece of selling 
machinery, this must be done right if it is 
done at all. To do it indifferently or poorly 
is to court failure. 

Some dealers think that they are too small 
or their sales of cars are not sufficiently 
numerous to justify them in what they con- 
sider the large expense of circular letters. 
This idea however, is entirely incorrect. 
Even the smallest sub-dealer can profitably 
use circular letters. By the judicious and 
persevering use of these letters, he may 
easily graduate from the sub-dealer class 
into a larger field. 

One of the most successful big distrib- 
utors of the Hudson line started as a sub- 
dealer. By his energy and his perseverance 
he enlarged his field until now he is con- 
sidered one of the most successful of our big 
dealers. If we were permitted to mention 
names we could cite scores of prosperous 
motor car dealers who started with practic- 
ally nothing as sub-dealers and have worked 
up into positions where they have, many of 
them, acquired wealth. 

The judicious and continuous use of cir- 
cular letters has been no small factor in the 
success of these men. 

Factory Furnishes Weekly Letters. 

With the Triangle is sent out every week 
a very carefully written letter calculated to 
be of service in every section of the country. 
These letters are written by a man who has 
had years of experience in selling by mail, 
largely through the medium of letters. They 
may therefore, be considered as typically 
good letters. To be sure, they are not per- 
fect. No letters are. We do not claim them 
to be such, but we do claim that week in 
and week out, these letters will furnish an 

average far beyond what the ordinary motor 
car dealer can write for himself. Some- 
times dealers like to add a little local flavor 
to these letters and this is, as has been 
frequently stated, entirely their privilege, 
and we are glad to have them do so. In the 
main, however, it will be found that these 
letters, excepting in rare instances, require 
no change or alteration. They are very 
carefully written and will undoubtedly suit 
90% of the dealers without any change what- 

These letters are run in a series, although 
dealers may not always recognize this fact. 
The argument is continued through from 
one letter to another. They are designed to 
build up in the mind of the man who is 
reading them, a continually growing desire 
to own a Hudson car. 

One letter, taken by itself, is not always 
successful, but if dealers will read them 
closely, they will find a connected and con- 
tinued argument running through practic- 
ally all the letters. 

In this way, the value of the series is 
cumulative and in order to realize the full 
benefit the entire series must be sent. How- 
ever, in the case of small dealers who do 
not feel justified In sending a letter every 
week, these may be divided and sent at in- 
tervals and to different lists. The contin- 
uous effect however, is one of the strong 
appeals of these letters and dealers must 
bear this in mind and not break the value 

(Continued on Page 4, Col. 1) 

All Dealers Please Read This 

An Open Letter from C. C. Winningham 
Director of Sales and Advertising 

District Managers are instructed to obtain twice a month reports as 
to business conditions in their respective territories. Many dealers 
regularly supply that information. Those who do not, I imagine, fail to 
give it, not because they object to our knowing the status of their business, 
but because they overlook the request. It is thru thoughtlessness. It is 
very important for you that we know trade conditions in your territory. 

We have told you that there would be no arbitrary shipments, and by 
the same token we do not want to overload you with stock. How then 
can we know whether we are shipping you more cars than you should 
receive unless we know the actual conditions in the territory? We have 
the sincere and selfish desire to make the business in every district as 
large as possible. We have an organization now that will enable us to 
give individual help to every dealer, but we cannot give that help unless 
we know conditions that obtain in each territory. Our representatives 
are sent to you, with the idea of helping you, but they have not always 
received the co-operation that would make them as helpful to you as 
they are capable of being. 

Forecasting Requirements Is Important 

This information is desired for no other purpose than to enable us to 
forecast the requirements in every territory as nearly as can be done. 
We know as well as you that statements you may make as to the number 
of cars you may sell in any year are purely estimates based at the time 
made on your knowledge of the conditions, your confidence in your ability 
and the attractiveness of the car. From month to month, often from week 
to week, your attitude with regard to business possibilities changes. We 
think we are entitled to know these changing viewpoints and what influ- 

ences have affected your opinions, because on the speculation that you 
are going to require a certain number of cars we undertake to build them. 

The decision to build cars must be made months in advance, and the 
number of cars that we start thru the factory for delivery in any month 
must be based upon your prediction as to the number of cars you will 
require. Of course, we discount the optimism of some men and add to 
the conservatism of others, but we want accurate reports. We do not 
want to build more cars than can be sold, any more than you want to buy 
more cars than you can dispose of and, on the other hand, neither of us 
wants to find that the demand is far greater than we had contemplated. 

No report that we receive here is quite so important as this semi- 
monthly statement as to the number of cars that sold at retail for cash 
and the number that involves trades. Nothing so thoroughly indicates 
the demand thruout the country as the number of cars that are being 
sold thru sub-dealers. As a result of these reports we decided a thing 
that was advantageous to every dealer and led us to increase the discount ; 
viz., the information received from these reports that the second-hand 
car — the trade — was becoming a growing factor in the sale of cars. 

Harder Than Before To Get Prospects 

There was a time when it was not necessary for a dealer to exert 
much effort in the way of obtaining prospects. Now when people do not 
come into the stores that condition must be met by some extraordinary 
pressure, either in advertising, circularizing, or some other effective 
way, to attract attention to our car. There are times when an argument 
against our car might be circulated by competition that would affect its 

b^'OOgte 3) 




Considered as First Class Matter by Every Live, 

Prosperous Hudson Dealer. 




We've started the Six-40 with a whoop and 
a rush. 

The whole county is talking of the "Hud- 
son Light Six." 

Dealers are wiring and phoning for Sup- 
plements and cars. Already our first huge 
edition of the "Six-40 Supplement" is ex- 
hausted. A second edition is now running 
on the presses. 

It should be the aim of every dealer to see 
that no possible prospect for a motor-car in 
his territory fails to receive a copy of this 
Supplement. This can be made the biggest 
and most effective "direct mail" campaign 
we ever put out. 

No general advertising will be done until 
January. The only information your pros- 
pects receive will be through this Supplement 
and through letters and publicity items. 

Don't let the interest lag! If you let it 
drop it will be hard to bring it back. Keep 
the ball rolling now that it has been started. 

The car will be even better than you think. 
Nothing has been exaggerated. You can 
safely lead your prospects to expect such a 
car as they have dreamed of, but up to now 
have never seen. 

The Six-40 is distinctly IT! Keep it so! 


The day of the slave-driver has passed. In 
business as in labor. 

The old type of executive who bullied his 
men, cursed them when they made mistakes, 
and treated them as machines instead of 
human beings, is now almost never found. 

If you saw the world series you may recall 
the day that McGraw foolishly "roasted" 
Marquard with stinging sarcasm when he 
pitched the wrong ball. And you will remem- 
ber, too, how Connie Mack sat on the bench 
and quietly coached his men to a point where 
they were able simply to juggle with their 

Dealers should treat their salesmen thus. 

Lead, don't drive. Think more and work 
less. The man who wins in the commercial 
battle of today is the man who out-thinks the 
other fellow. 

Many consider foot-ball to be an ideal il- 
lustration of a purely physical game. Yet it 
is nothing of the kind. It is a mental game 
pure and simple. The coach and captain 
who think, win. 

The thinking dealer, who leads his sales- 
men, is the one who surely makes a success 
of his business. 

The unthinking, "hustling," driving, bully- 
ing type usually fails. 

What Toback Thinks of the 
"Light Six" 

Here is a characteristic letter from S. S. 
Toback, general manager of the A. E. Ran- 
ney Co., of New York. 

He simply voices the opinion of every 
dealer who has seen the Six-40. 
This is Mr. Toback's letter. 

on Wednesday 
rite and tell you 
lew 'Light Six/ 
he first thing I 
ame of this car, 
hardy appropri- 
for this elegant 
name it I should 

car there was no 

expert driver operating it, still its per- 
formance was wonderful. I am satisfied 
from the way this Little Gem performed 
that it will be the best selling proposition 
that the Hudson Motor Car Company 
ever built. That we will have absolutely 
no competition. And if such a thing is 
possible this car will enhance the value 
of the name 'Hudson* as applied to auto- 
mobiles. If there ever was a time when 
the Hudson Motor Car Company built a 
car fitted, suited and intended to answer 
the purpose of the great number who de- 
mand medium priced cars, this car is 
their very best result and at a low price. 
"The only regret I have is that you 
will not be able to give us the full num- 
ber of cars that I feel we will be able to 
sell in this model. That, however, will 
really increase the demand, and make the 
car all the more popular." 

Proving Value of 

Circular Letters 

The following letter is sent us by The Lam- 
bert Automobile Company, of Baltimore, Md. 
It shows the good work that circular letters 
are doing. Mr. E. H. Bankard, who writes 
the letter is the Purchasing Agent of the 
Baltimore & Ohio Railroad System, with 
offices at Baltimore. He belongs to the class 
of prospects who might reasonably be sup- 
posed to be more or less impervious to the 
influence of a circular letter and yet Mr. 
Bankard was sold the Hudson car by the cir- 
cular letter route. Any dealers who have 
"cold feet" on the circular letter system are 
respectfully referred to this record of the 
Lambert Automobile Company. And this is 
only one of thousands which might be in- 

Read the article on circular letters in this 
issue of the Triangle. If you are already a 
believer in these letters, it will confirm you 
in that belief. If you are not a believer, it 
may be the means of introducing you to a 
new method of selling cars. 

Mr. Bankard' • Testimonial. 

October 6, 1913. 
Mr. Walter E. Lambert, 

The Lambert Automobile Co., 
Baltimore, Md. 
Dear Sir: 

I cannot but admire your persistence 
in sending me circular letters in regard 
to the merits of the Hudson car. 

I have been considering the purchase of 
a new car, and the Hudson is one of three 
cars towards which I am favorably in- 
clined. I should feel disposed to buy one 
if prompt delivery could be Obtained, pro- 
vided a proper allowance were made me 
for my old car. As stated to your repre- 
sentative, I spent three or four hundred 
dollars on the car last year, having it thor- 
oughly overhauled, an entirely new top 
fiut on by the Baltimore Buggy Top Co. 
t was re-varnished and painted by Hanf 
& Martin, and tires for the rear wheels 
35 x 4 were obtained. The rear tires on 
at present, have, I think, made less than 
1500 miles each. I have eight or ten 
usable inner tubes, 33 x 4j4, which I 
would let go with the car. 
Yours very truly, 

(Sgd.) E. H. BANKARD. 


From J. L. Records, an enthusiastic Hud- 
son owner of Iowa City, Iowa, comes an in- 
teresting item to the effect that a friend of 
his, who owns a Silent Knight, six-cylinder, 
1914 car, was out riding in the Hudson Six 
a few days ago and after he had been out for 
about an hour, he turned to Mr. Records and 
said: "Do you know, Records, that your en- 
gine makes less noise than mine?" and says 
Mr. Records, "I guess that is going some from 
a Knight engine." When a prospect suggests 
therefore, that the Knight sleeve motor is 
more nearly silent than the Hudson Six, just 
tell them this little story. 

The Twin City Motor Car Company, Min- 
neapolis and St. Paul, has a new sales mana- 
ger. But this does not reflect at all upon the 
ability of the old sales manager. It rather 
endorses it. The name of the new sales man- 
ager is Charles Thompson, and he is some- 
where in the neighborhood of three weeks' 
old at date of present writing. We congratu- 
late the old sales manager upon his judicious 
use of this interesting fact in the way of se- 
curing publicity. Not only for the Thompson 
family but for the Hudson car. 

At the Portola relay race and swim in Cal- 
ifornia, the H. O. Harrison Company, Hudson 
distributors in San Francisco, gave another 
evidence of their energy. They donated 
twenty-three Hudson Six autos to the Portola 
athletic committee to be used in carrying the 
runners to the relay stations and to aid with 
their brilliant headlights in showing the 
runners the way during the night. Others 
of the cars were for the use of the committee 
and press during the life of the Portola ath- 
letic carnival. It is unnecessary to say that 
the Harrison company and the Hudson cars 
got columns of free advertising on this oc- 
casion. _ ____ 

The Henley-Kimball Company, Hudson 
distributors at Boston, Mass., advise us of a 
very interesting six hundred mile trip made 
recently by one of their 1914 owners. The 
interesting point about the trip was that the 
car was driven, every mile of it, by the 
daughter of the owner. She is but a young 
girl and comparatively inexperienced in 
handling an automobile, and yet she drove 
the Hudson Six 54 through a large part of 
lower New Hampshire which is very hilly and 
where some of the roads are extremely poor. 
Not a particle of trouble was experienced by 
the young lady in handling the car with per- 
fect satisfaction and safety. 

Out in Petaluma, California, which claims to 
be the biggest poultry town in the world, there 
is a Hudson owner who so highly appreciates 
the Triangle that he calls at the Hudson deal- 
er's show rooms weekly as soon as the Triangle 
arrives in order to read it. Dealers and sales- 
men who are indifferent to the value of this 
weekly boost from the factory might well con- 
sider this little testimonial to the value and 
interest that the Triangle holds for prospects. 
If it's interesting to them to read it, It would 
be interesting if you TOLD IT TO THEM. 

From C. L. Ross, vice-president and manager 
of the Pacific Car Company of Tacoma and 
Seattle comes the following: 

"We have a little object lesson hung 
up in our garage which may be of some 
interest to some of the other dealers. We 
have collected a lot of broken spokes and 
fastened them on a board. On the bot- 
tom of the board we have printed : 'Moral, 
— Drive Slowly.' This is hung up in our 
garage just inside the door so that any- 
one coming in cannot fail to see it." 

Get This Machine For Form Letters 

After you have read the article on the first 
page, if you have no letter duplicating ma- 
chine, send us an order for the one here il- 

This machine will do excellent 
work. It will answer every pur- 
pose of the dealer with a mod- 
erate-sized list of prospects. 

Care must be used in the op- 
eration of any duplicating ma- 
chine or good results are impos- 
sible. A most important point is 
the proper degree of thickness of 
the ink. Cleanliness is essential. 
The name and address — if filled 
in — must be as nearly perfect as 
possible. The signature should 
be in ink, and signed by hand. 
Rubber stamps are no good. 

This machine will be shipped you by the 
factory at $26.00, you to pay shipping 

charges. This is about $10.00 less than the 
price you would pay if bought from your 
dealer. We contracted for a quantity of the 

machines, hence the low price. 

Get a machine, get a list of prospects, GET 

Digitized by 



All Dealers Please Read This 

(Continued from Pnge 1). 

sale and that must be met, but how are we to know these conditions 
unless you take us into your confidence? 

Without having asked for the information, we have a dozen or more 
dealers who send us a copy of their business statement every time it is 
drawn off. We see the financial statements of some dealers, because 
they find it is to their advantage to have us advise with them. We do 
not ask for the information. Some might consider it too intimate in its 
character to give to the manufacturer. The point is that with this infor- 
mation we can give the dealer the benefit of every experience we have 
had, and the interesting feature is that dealers of whom we have such an 
inside knowledge of their affairs are the dealers who are making the 
most money in the sale of Hudson cars. 

Some Dealers Write Us Frequently 

There are dealers selling Hudson cars from whom we have letters 
every week, in which they discuss by correspondence the state of their 
business as openly and frankly as they would with their banker. They 
treat every detail of their business, sales, financing, management and 
service, as comprehensively as tho the information were simply for their 
personal benefit, and as a result find that this intimacy with us results to 
their distinct advantage. Two heads are better than one, and this letter 
is an invitation for you to take advantage of some of the resources we 
know we have here for helping the dealer. 

Every communication will receive prompt and confidential attention. 
Your business is ours. Your success must make ours. Just as you find 
that you take a delight in giving service to that customer who is most 
responsive to yourself and who appreciates the things that you do, so we 
take the same delight in rendering advisory service to those who handle 
the Hudson car, with the idea in mind that they and the factory are part- 
ners in a business that makes their bread and butter, and which is the 
most important thing in their business life. 

Of course, you sell cars to individuals who do not obtain from you 
the same degree of service that you would be willing to give them and 
which you do give to many other customers. There are dealers handling 
the Hudson line who inevitably are booked for a change. This becomes 
necessary, because they either do not see the advantages of progressive- 
ness, or they are unwilling to extend their confidences to those who would 
help them sufficiently to make co-operation possible. 

Dealers Who Do Things 

Just as some clients get from their lawyers better service than other 
clients of that same lawyer obtain, and just as some patients receive 

more sympathetic attention from doctors than other patients receive 
from the same doctor, just so are there some dealers who are going to 
get and always will get more attention from the factory than others obtain. 
I hear often that so and so's name is always mentioned in the "Triangle." 
That he is the favorite one at the factory. That is not the way to look at 
it. He is favored, because he does things. It is not because we are so 
altruistic that our affection and regard is extended to men universally, 
but because it is advantageous, both to you and us to be on such a basis 
and get the benefit of this mutual exchange of ideas. 

This letter — long and probably tiresome to you — is written because I 
have been going over reports from your territory and I find that thru lack 
of much information we are unable to be of as much service to you in the 
way of helping you as we could, did we have this information. Do not 
think we want to dictate. Do not think we are filled with a feeling that 
we are all wise. We do not want to be regarded as boasters. We are 
not conceited. We are merely in a position where we have a wider 
range of vision than you, and we are satisfied that because of that position 
we can give you the solution of problems that seem difficult to you, not 
because we have solved them ourselves, but because someone else has 
solved them and told us how he did it. 

Please Make Frank Suggestions 

If there is any way in which we can obtain your confidence to the 
extent that you will discuss with us frankly all your problems, please 
suggest it. Remember that the men that are sent you as District Man- 
agers are the personal representatives of the factory. They have the 
factory's confidence, else they would not be there. It costs a great deal 
of money to travel them. We must give them a knowledge of our business 
and we have done it for a long enough period to know it is no failure. 
You may not like the kind of neckties that some may wear, or the way 
they comb their hair, or may have some other objection to their person- 
ality, but remember that in business these things do not count quite so 
much as the things that are under the surface; i. e., the ability and 
willingness to help. 

These men are chosen to personify the company to you. I am quite 
sure if you give them the information for which they ask and treat them 
as men who are, as they are, capable of earning big salaries, and not 
consider them mere messenger boys, and that if you come to a full reali- 
zation of the fact that they are sent to help you, you will find their visits 
to you will mean much more than what might seem to you to be a dis- 
greeable call from a man you are compelled to receive, because he is sent 
by the factory. 


Director of Sales and Advertising. 



Four Little Devils' 

These four little devils came out of the 
Caxton magazine. Raymond J. Comyns 
seems to have discovered them. At least he 
told about them. They are robbers of sales- 
men. They steal time, which is the most 
valuable thing a salesman has. 

They have no names, but this is what they 
try to do, so you'll surely know them when 
you see them. 

First little devil appears about breakfast 
time, even earlier. He says: "No use trying 
to see a prospect before 9 or 9:30! Must 
give him time to open his mail. Maybe he 
hasn't got down yet, anyway." 

If you listen to him he'll steal an hour or 
two before you know it. 

The second little devil bobs into view about 
noon. "Can't see anyone between twelve and 
one!" he insinuates. "Better let him get his 
lunch over. About one P. M. he continues: 
"Better wait till two. He'll be sure to be 
back then." 

Two hours more lost. 

Third little devil gets to work about dusk. 
"He'll be signing his mail now!" he suggests. 
"Do you no good to call now. Better let it 
go till tomorrow." 

Another hour or two wasted. 

Fourth little imp shows up only toward the 
end of the week. "Saturday, short day!" he 
sings. "Can't do anything on Saturday 

morning. Everybody too busy. Won't see 
you. Slip it over till Monday." 

A whole day gone. 

The only thing to do with these little 
devils is to slap them in the face as soon as 
they appear. Then go ahead and do the best 
you can with the hours of the morning, the 
lunch hour, the two hours before six P. M. 
and Saturdays. You'll be surprised to find 
that you'll add a lot to the volume of your 
sales right at these times. 

Get the little devil's goats before they get 

Leather Binders for Triangle 

Once more we call the attention of dealers 
to the leather binders that we furnish for 
the binding of their copies of the Tbtangle. 
It will be noticed that the binding copy sent 
each week is punched for the binder. These 
can be inserted in a leather cover similar 
to that shown in the attached photograph. 
This, in addition to the name, "The Hudson 
Triangle", has on it the name of the dealer, 
in gold, on the lower part of the cover. 
These are furnished for $2.25 each with the 
dealer's name stamped as above. 

To keep these bound copies of the Tbiangle 
lying in a prominent place easy of reference, 
is found of actual selling value by a large 
number of dealers. 

Leather Binder for Triangle 

Jack Barry, the base ball player, has pulled 
a sales hint that may be of service. Quoth 
Jack: "There's a lot of difference between 
batting around .300 and batting around 

Look out for sparks when pulling wires for 

Digitized by VjOOQ LC 


What Has Been Done Can Be Done Again 

What man has done man can do. 

Few of us face problems that have not already 
been faced and solved by someone else. 

Occasionally a Columbus, a Pasteur, a Mar- 
coni bursts upon the world with a really new 
idea. But for every bona fide "first appear- 
ance" there are tens of thousands of us who fol- 
low a well-trodden trail. 

In ordinary business life there is practically 
nothing new. If it has not cropped up before in 
your business rest assured it has happened scores 
and hundreds of times in other lines. 

Dealers say: "Oh! But local conditions are 
so peculiar in my territory." Yet in almost every 
such case investigation discloses a most ordinary 
and common-place experience. Not once in a 
thousand times does it happen that an absolutely 
new problem exists. 

Thus is demonstrated the value of co-opera- 
tion. Someone has solved the perplexity that 
puzzles you. Someone has the remedy for the 
weakness. Someone has the answer to the 
riddle that you find it almost impossible to guess. 

The TRIANGLE aims to be a clearing-house 
of ideas. Part of its excuse for existence is to 
learn from John Smith how he solved certain 
problems; and pass the information on to Jim 
Jones. And at the same time to benefit Smith 
by telling him how Jones solved some other, 
quite different conundrum. 

Dealers must not get the impression that we at 
the factory claim to be all-wise or smarter than 
they. We are able to help them simply because 

we collect from thousands of sources this mass 
of ideas that have been tested and tried by some- 
one of the Big Family. We are merely agents 
to pass on this information to others. 

Dealers everywhere are benefiting by a plan 
that originated we believe in California, and 
which is therefore known as the "California 
Plan/' Others are making sales, holding busi- 
ness, developing friends, through the medium of 
a Service Plan worked out in large part by a big 
city distributor. Scores of selling points that 
have been elaborated in the TRIANGLE were 
started by a letter or suggestion from some quite 
inconspicuous dealer or salesman. 

So we urge the value of co-operation. We 
want to make the Big Family an even more co- 
herent unit. We want each to work for all and 
all for each. And we will continue, as before, 
to be the middleman for all our friends, selecting 
from the mass of material that comes before us 
each week those helpful things that will aid all. 

If you have an unsolved problem write us. We 
may have right at hand the solution sent us by 
some other dealer. On the other hand if you 
have been successful with some plan for handling 
a difficult situation tell it to us. It may help a 
brother dealer in some far-distant territory. Cer- 
tainly you have nothing to lose and everything to 
gain by thus co-operating. 

In co-operation there is strength. 

Follow a blazed trail and you can't get lost. 
Tell the "other fellow" what you have done, in 
exchange for his telling you what he has done. 

// he has done it you can do it again. 

Selling Power of Form Letters 

(Continued from Pnge 1, Col. 3) 

of their series by sending them intermit- 

Big Lists Mean Big Sales. 

One of our dealers has a list of eighteen 
to twenty-five thousand names. Another 
dealer in a smaller section has a list of 
fifteen hundred names. Some dealers have 
even less. It will be found that on the 
whole the large list tends to be most satis- 
factory. The reason for this is that the 
percentage of replies is almost the same in 
the large and the small lists but the actual 
number of course, is greater with the big 
lists. If a list of one hundred is sent out 
and one per cent, reply, that means only one 
sale. If a list of one thousand is sent out 
and one per cent, reply, that means ten 
sales. If a list of five thousand is sent out 
and one per cent, reply, that means fifty 
sales. The profit on fifty sales is, of course, 
fifty times greater than the profit on one 
sale. This is where the percentage basis 
cannot be followed. Use therefore the larg- 
est possible list of prospects which you can 
secure. If you cannot get names of people 
who have stated definitely that they are go- 
ing to buy a car, then pick out the names of 
people in your locality who should own a 
motor car and circularize them until you 
secure an expression of opinion from them 
one way or the other. 

The opportunity for using the letters and 
for making them valuable is as wide as the 
country. It is up to the dealer himself to 
so apply the letters that they will be pro- 

Proving Value of Circular Letters. 

Without exception every big seller of Hud- 
son cars credits to circular letters a large 
part of his success. This is a fact that can 
be substantiated by investigation at any 
time. We cite this as conclusive proof that 
the circular letter system is a good one and 
we think this effectively closes the argu- 
ment if there has been any in any one point 
on this point. 

We are persistent in urging the use of 
these letters because we know what they 
will do. We have seen the result of their 
use in the case of every big dealer that the 
Hudson has and we have seen small dealers 
grow to big ones by the judicious use of a 
well connected series of letters. 

The Triangle or the Sales Department is 
always glad at any time, to assist dealers 
to handle this circular letter system to best 
advantage. We furnish not only the letters 
but we furnish duplicating machines to turn 
out the fac-simile letters in best style and we 
are ready to help the dealers over any 
troubles or difficulties that arise. A point 
we emphasize is that where the system is 
tried out, it should be done properly and thor- 
oughly. To use a poor letter is worse than 
none. To send it out under one cent postage 

is a waste of stationery and stamps. There 
is only one way to do it and that is the right 
way. Use this way and you will find, as 
have thousands of other motor car dealers, 
that the weekly circular letter to prospects 
is the open door to success. 

Forty-Second Car Was a Hudson 

While attending the Elgin road races, there 
was seen a man driving a 1914 Hudson Six 
54. The man said he was from Chicago and 
that he had owned FORTY-ONE automobiles 
within thirteen years; also that the Hudson 
Six 54 pleased him more than anything he 
had ever owned or seen. He also stated that 
he owned a car of high price, and popularly 
called high-grade, which cost him over $6,000, 
but he leaves it in his garage and drives his 
Hudson Six. 

He further said that $2,500 was all that 
could be put into an automobile regardless 
of what was asked for it. This bears out 
the contention of the Hudson engineers that 
at $2,500 or thereabout, the very best to be 
had can be put into a motor car and tnat any- 
thing over that is water, or surplus, or frills, 
or whatever else you are pleased to call it 

Forty-two automobiles in thirteen years 
and the forty-second car a Hudson Six! Can 
any dealer beat it? 

Digitized by 







Chassis Chat About the Six-40 

Why We Drive Through the Springs— Why There Is No Torsion Rod 

— Advantages of the New Front Axle — Remarkable Depth 

and Rigidity of Frame — Best European Practice 


Dealers have all received by this time the official announcement of 
the Six-40. 

Naturally, in this first announcement it was impossible to emphasize 
certain details of construction which are unusual. I do not refer to such 
items as external appearance or even to its very phenomenal performance 
and smoothness of operation. I refer rather to mechanical points, about 
which the average customer would never ask, but which should, neverthe- 
less, be called to the attention of our selling representatives. I will list 
these points below: 

1. Unusual Depth and Rigidity of Frame. 

Particular attention should be called to 
the frame depth of 4% inches. Such depth 
and consequent rigidity is practically un- 


known among American cars of this weight 
and motor size. Special attention should 
also be called to the combination of the front 
frame cross member with the front engine 
support. Note also how the integral gussets 
of the front spring horns are carried under 
and riveted to this front cross member. This 
is probably the most rigid frame in the hori- 
zontal plane made in this country. It is im- 
possible to force either side rail back out of 
alignment with the other through any 
amount of road shock. 

The general features of the design of the 
larger Six-64 frame are followed in other 
respects. Springs are carried directly in 
line with and against the bottom of the 
side rails and all abrupt off-sets in these 
side rails are avoided. All of this produces 
the strongest possible arrangement, and the 
minimum weight of frame material. 

2. Drive Through Springs. Absence of 
Torsion Rod. 

It will be noted that in accordance with 
the well-known practice of the Hudson en- 

gineers, no radius rods are used. The driv- 
ing power of the rear wheels in the Six-40 
as in the Six-54 is transmitted 
directly through the springs 
to the chassis frame. This 
has been our practice for 
more than ten years. 

It is a practice popular with 
the best makers of Europe 
and one which is being adopt- 
ed more and more each year 
by the leading cars in Amer- 

are immediately apparent. An unnecessary 
part is eliminated, a half-dozen points re- 
quiring — but seldom receiving — lubrication 
are likewise eliminated, a half-dozen possi- 
bilities of rattle are avoided, a considerable 
amount of unnecessary cost (which the 
owner pays both in first cost and in up-keep 
and attention later) is eliminated and this 
money so saved is spent in a refinement and 
betterment of other points of the car. 

An ideal cushion is provided by the spring 
for absorbing the shock of the sudden start- 
ing and stopping of the car. It will be 
remembered that where torsion members 
are employed, buffer springs are always pro- 
vided at the front end of this torsion mem- 
ber to permit of the absorption of these 
shocks. The main springs of the car when 
properly designed for the purpose may be 
made to absorb in the most perfect manner 
these shocks and also the torsion strains 
incident to the application of the power to 
the rear axle. 

The question will undoubtedly be asked 


Six-40 Is In Accordance With 
Foreign Practice. 

On the Six-40 we have gone 
a step further, in that we have 
eliminated also the so-called 
torsion rod or torsion absorb- 
ing member. 

In discarding this member, 
we have eliminated a source 
of considerable trouble and 
expense in the hands of the 
owner. Torsion rod bearings 
are never kept properly lubri- 
cated because of the unavoid- 
able inconvenience of reach- 
ing the parts; and they in- 
variably develop an aggravat- 
ing rattle because of wear. 

Every added part in a motor 
car goes to increase the sell- 
ing price of the car and the 
ultimate cost of up-keep in 
the hands of the owner. In 
the elimination of this torsion 
member you may rest assured 
that the Hudson engineers are 
just as certain of their ground 
as they were in the elimina- 
tion of the unnecessary radius 
rods in the past. Some of 
the most successful European 
cars eliminated the torque 
member years ago and upon 
models of all sizes and pow- 
ers. As a matter of fact, this 
type of drive has come to be 
known as the "Hotchkiss" 
drive, because it originated in 
the early days and has been 
adhered to ever since by the 
well - known Hotchkiss gun 
makers, manufacturers of 
Hotchkiss motor cars. Makers of the great- 
est prominence abroad have adopted the 

Advantages of Hudson Type of Drive in 

The advantages of this type of drive and 
the reasons for adopting it upon the Six-40 

adjustable a*, 
naving a yoked end. 
juo of iiA* gearnoxes produced by this firm 
has chain-drive. 

More and more uniformity is being 
shown with regard to the method of taking 
he drive. The method under which the 
springs are relied on for both drive and 
torque, there being two universal joints 
on the propeller shaft, is increasing every 
year. It is the system adopted by Delage, 
Hotchkiss, Hispano-Suiza, Unic, Abadal, 
Sizaire-Berwick, Piccard-Pictet, etc., and 
represent 47 ner cent of the cars in the 
FheseSond is tie metKoa 
teller shaft is inclosed in 
a torque tube supported in its forward end 
by a ball-and-socket or some form of yoke, 
this member taking eare of both drive and 
torque. It shows a slight decrease since 
last year and is found on 24 per cent of 
the cars. Reliable statistics have been 
kept on this subject for the last four Paris 
shows, and are as follows: 

1008 1010 1012 101 

- - - Pcr 

Per Per Per 
cent cent cent 

Drive and torque through 

springs 8 17 33 

Tubular member for torque 

and drive 23.5 27 

Drive through springs, 

separate torque member. 86 27.7 16 

Drive through springs, tu- 
bular torque member... 10 11 

Drive through springs, tu- 
bular torque member ... 10 11 

Drive through radius rods, 

tubular torque member.. 14 12.5 7.6 

Drive through radius rods, 

torque taken by springs. 14 2 

Drive through radius rods, 
separate torque member. 6.8 2 

A body specially designed for camping 

Tt»~noses has been produced by the D'Hes 

*in«ny. Externally there is nothing 

•hout the car, but it is built 

; nside is lined 

Above is photographed from a report of the Paris show 
in a prominent American motor-car publication. 

as to why a torsion absorbing member is 
employed upon the Six-54, but considered 
unnecessary upon the Six-40. 

The answer to this question is two- fold. 

First, the chassis construction of the Six- 
54 has remained practically unchanged for 
two years, and there are very good manu- 
( Continued on page 3, column 1.) 

Digitized byVjUUvlC 





Considered as First Class Matter by Every Live, 

Prosperous Hudson Dealer. 




The opinion is unanimous that in the 
Six-40 we have a really wonderful car. A 
car that bids fair to even eclipse the record 
of the many famous Hudsons. 

The 33 was a world-beater in its type. 
Thousands still speak with admiration of 
that history-making model. 

The 1913 Six-54 was so hard to improve 
upon that its loyal admirers are limited in 
number only by the number we built. For 
every owner is a booster. 

Our present Six-54 has swept the boards 
clean of competition. It is selling side by 
side with the highest-grade, highest-priced 
cars manufactured. Motorists are deserting 
cars they have patronized for years to enjoy 
the advantages of this great Six. 

Yet with all this it appears that the Six-40 
is to be the capstone and crown of Hudson 
achievement. Even around the factory the 
engineers, the officers, the testers, the assem- 
blers and others all take off their hats to 
the "new baby." You'll hear them say: "The 

33 was a dandy, but " Or: "The 54 is 

about the finest car I ever drove, but " 

The dealers who have ridden in and driven 
the car come back from their trip bubbling 
over with enthusiasm. "Greatest car I ever 
sat in!" "Never believed it would be half 
as good!" "Positively the easiest-riding car 
I ever knew!" "Beats anything the Hudson 
ever did!" These are some actual expres- 
sions heard from dealers after a trip in the 

Here then is our great opportunity. Here 
is the wonder car all makers and dealers 
long for. Here is a chance to do with the 
Six what we did with the Four when the 33 
came out. 

Let every dealer and salesman get right 
into the game from the start. Let's not 
neglect the slightest angle of attack. Let's 
be indefatigable in making the very best 
possible use of all the material that comes 
out about the car. 

The factory people are hard at work. 
Production is going on finely. The decks 
are cleared for the 40. When shipping begins 
it is going to be a day and night job. But 
even then we will NEVER be able to meet 
the first rush of demand. 

We're busy getting out advertising mat- 
ter and printed matter. The shows are com- 
ing along and we are going to have enough 
ammunition for these and for every dealer. 
We ask you to keep right along with our 
efforts and get this into the hands of the 
prospect. Dealers and salesmen are the 
men who hand the goods to the buyer. No 
matter how well we build and advertise it 
is all in vain unless YOU keep step with us 
and pass the goods over the counter. 

Gentlemen! Here is our great oppor- 
tunity! Probably the greatest in our his- 
tory! Let each and everyone of us do HIS 
part and we will make new motor-car his- 
tory in the next year. 

"To be successful you must be careful." 
The poor widow to whom the neighbors 
gave a cow, and whose cow was killed by 
the railroad, was considered to be the victim 
of hard luck. But it developed that the cow 
was kept in a field by the track, and the 
fence was broken. 

The chauffeur who skidded into the curb, 
smashed a wheel, fell off the seat and broke 
his arm, was thought the victim of accident. 
But investigation showed that he dashed 
'round the corner; and had been a bit too 
joyous earlier in the evening. 

The dealer who couldn't make form letters 
pay, whose salesmen wouldn't stay with him, 
whose owners constantly "kicked," called 
himself hardly used. But analysis of his 
methods showed that his prospect list was 
old and useless, his salesmen were untrained, 
his owners left to the tender mercies of 
whoever in the shop happened to be idle 
when they called. 

Consider the law of carefulness. Go over 
all the details of your business. See if there 
exists anywhere a weak spot. If things 
are moving with friction there's a bearing 
dry somewhere. Find it and lubricate it. 
Use care in getting the right system. Care 
in training raw material to the efficient 
point. Care in selecting and arranging your 
showroom. Care in the close attention given 
to owners. 

Carelessness anywhere means loss. You 
may not be able at once to see the leak, but 
it is there. Carefulness means saving. It 
means accuracy in selling. It means con- 
servation of energy in all directions. It 
means greater profits. By a combination of 
all these it means SUCCESS. 

A New Hudson Slogan 

How do you like the new slogan for the 
Hudson car? 

"54-40 and Fight!" 

We have taken the liberty of changing this 
a little from the historical form. The idea 
is very complete and requires but little ex- 

With the "54-40 and Fight," the dealers 
and salesmen can accomplish wonders. The 
54 and the 40 without the fight are pretty 
good. The "fight" without the 54 and 40 is 
useless. The combination of the two is irre- 

Here is inspiration for the new year. Let 
every dealer and salesman write this down 
on the top of his calendar pad or put it un- 
derneath the glass of his desk or stick it in- 
side his watch crystal. 

"54-40 and Fight!" will win success for 
the Hudson during the coming year. 

receiving blanks of the telegraph companies 
and we therefore used the sending blanks 
which look exactly like the receiving blanks 
with the exception of the printed word 
"Send" instead of "Receive." The general 
effect, however, is exactly the same as 
though we had used the original telegrams. 
This forms a very striking poster 
announcement and we trust that dealers will 
make use of it to the fullest possible extent. 


From H. B. Parker, Hudson distributor at 
Kalamazoo, Mich., comes the story of how 
fifty-eight Hudson cars are owned In five 
counties surrounding his town. Moreover, no 
Hudson has ever been traded in for any other 
car but a Hudson. The fact that cars of al- 
most every other make are daily offered as 
part payment towards Hudson cars, but that 
the Hudson owners invariably come back to 
|the Hudson dealers wanting another Hudson 
car, shows the way in which Mr. Parker has 
"sold" the Hudson in his territory. 

R. C. Greth, who is now in charge of the 
selling force of the H. O. Harrison Company 
at San Francisco, tells an interesting story 
of how a car in the recent Portola festival 
during the course of a day's trip in posting 
signs for the festival, made three hundreu 
stops, and that on every occasion, the car re- 
sponded instantly to the operation of the 
electric starter. This amounts to really an 
excellent test under actual road conditions, 
and is of value to dealers and salesmen in 
this connection. This item might well be 
given a place in a dealer's note-book so that 
he could refer to it when necessary. 

Six-40 "Telegram Posters" 
Now Being Mailed 

As advised by special letter, we are send- 
ing out to all dealers a large poster consist- 
ing of fac-similes of twenty telegraphic or- 
ders received for the Six-40. 

As stated on the telegram poster and in 
our letter, these are bona-fide telegrams just 
as they were received from the dealers with 
the slight exception that where they in- 
cluded orders for Triangle supplements, 
this was omitted. Dealers who sent us these 
telegrams will recognize that we are accurate 
in this statement. 

Please have these telegram posters dis- 
played very prominently and keep them up 
for a good while. We will probably send 
other telegrams which may be pasted along 
the side of these in the window. Undoubt- 
edly they will attract attention. 

If anyone asks as to the authenticity of 
the telegrams, tell them that every one is 
genuine and even the mistakes in the tele- 
grams are reproduced. Of course, these are 
not the original telegrams, although they 
look very much like them and are very care- 
fully reproduced. 

The point may be raised that all of these 
are on sending blanks instead of receiving 
blanks, in which case, the dealer may simply 
explain that it is against the law to use the 

From the A. Elliott Ranney Company of 
New York, Brooklyn and Newark, comes a 
very attractive little booklet, entitled, "Some 
Members of the Hudson Family in New York 
City and Near By." This gives a list of Hud- 
son owners in greater New York, together 
with photographs of the Ranney Company's 
three impressive establishments. The book 
has also quite a little gossip about the Hud- 
son car and Hudson owners, and altogether 
is a most convincing little document. It looks 
as if the Ranney Company had added a first- 
class silent salesman to their already most 
efficient corps. 

They have the Triangle's congratulations 
on the publication. 

R. A. Livesey, a recent addition to the selling 
force at Dallas, Texas, starts out on the right 
tack. He has ordered, at his own expense, from 
the factory, leather binder for the Triangle. 
with as complete a file as we can give him or 
back numbers, photos of various kinds, and 
other literature. Mr. Livesey writes: "I am a 
new man with this organization, but I want to 
make of myself a 'Hudson man' through and 
through." That's the sort of thing we like to 
hear. Good luck is almost sure to attend the 
efforts of salesmen who start out with this de- 

A. E. Kirk, distributor at Hutchinson. Kans., 
does not stick at a dollar or two when it comes 
to making pleased customers. A Hudson owner 
on a tour to the Pacific Coast broke two springs 
in crossing a bad spot. Kirk replaced the springs 
at once, without argument and without cost to 
the customer. Whereupon, the customer went 
out and sang the praises of the Hudson and its 
dealer to the tune of several paragraphs in the 
newspaper. This is practical Service that brings 
results. To be sure, there are many dealers 
who do the same. And we commend them also 
when we hear about it. Don't hide your light 
under a bushel, gentlemen ! Tell the Triangle 
about it! You're all too modest! 

Several big distributors cracked jokes, settled 
international politics, and enthused over the 
Six-40 at the factory lunch table last week. 
"Hudson Monopoly" Powers of Fall River, Mass.. 
"Jack" Phillips from St. Louis, and "Gold 
Watch" Spear, the big man from Manchester. 
N. H., were "among those present." During the 
past week or so we were also favored with pleas- 
ant calls from G. W. Jones, who so successfully 
conducts the Moyer Auto Co. at Des Moines, and 
N. A. Beardsley of Rochester, N. Y.. the new 
member of the firm of Ailing & Miles, succeed- 
ing M. B. Miles. J. Edward Gomery, of the 
"City of Brotherly Love." and E. V. Stratton, 
from the town where Sulzer filled until recently 
the Governor's chair, also called to discuss de- 
tails of the Six-40. 

The fame of the Hudson's model factory at- 
tracts visitors from "across the water" who 
almost Invariably make it a point to call when 
in Detroit. Last week we had the pleasure of 
entertaining, briefly, Col. Serge Dedulin, head of 
the Auto Division of the Russian Army; M. 
Stephen Jarotsky, legal adviser of the Prefect 
of Police at St. Petersburg, and M. S. Friede 
of St. Petersburg, Russian distributor for a local 
auto firm. 

Digitized by VjOOQIC 


Christmas Boxes for Hudson Owners 

Herewith is illustrated a new radiator cap 
design which we are having manufactured. 
Many dealers and salesmen are familiar 
with this. It is now being used in several 
cities. Some use it in the colored enamel, 
but we have decided that polished nickel is 
the best form in which to produce it, — this 
for the reason that light is reflected more 
brilliantly from the polished nickel than 

from any other surface. Thus the Triangle 
will be very prominent in the sunlight and 
particularly so at night under the rays of 
the motor-car head lights. The Triangle in 
nickel can be seen to an incredible distance, 
when the headlights shine upon it. 

One of our most progressive Hudson deal- 
ers has ordered a hundred of these Tri- 
angles, each one to be placed in a neat card- 
board box. These he intends to send out to 
his owners as Christmas presents. The idea 
is a most excellent one and we take this 
opportunity of bringing it to the attention 
of other dealers. Nothing nicer could be 

imagined than one of these little devices 
attached to the radiator cap and it is a 
particularly good Christmas present for the 
reason that it is also an excellent advertise- 
ment for the dealer. 

We can furnish these Triangles measuring 
2*4 inches on each side with a total height 
of about 2% inches and fitted with the 
proper screw and lock washer for attaching 
them to the radiator cap. All that is neces- 
sary is to drill bolt hole in the radiator cap 
and attach the Triangle. It can be done In 
a very few minutes in any shop. 

It would be a particularly pleasant little 
remembrance to a Hudson owner to receive 
this Triangle from his dealer at Christmas 
time with a little note enclosed, as a com- 
pliment of the season, and stating that it 
will be attached for him free of charge the 
first time he is at the garage. 

These Triangles can be furnished in lots 
of ten and upwards at 16 cents apiece or 
with boxes in which they can be mailed at 
20 cents each. This is less than the Tri- 
angles and the boxes cost us. Even then, we 
had them made in large quantities so as to 
keep the price down as low as possible. 

We would like very much to hear from 
a large number of dealers with orders for 
these Triangles to send out as Christmas 
boxes. Please order in plenty of time so 
that you will have them on hand ready to 
mail before Christmas. Of course, they are 
not necessarily confined to Christmas use, 
but can be kept on hand and attached to 
every new car and sold to other Six owners, 
just as the dealer might prefer. The ex- 
pense is so slight, however, at 16 cents each 
when sent without the boxes, that we urge 
upon dealers the advisability of giving them 
to all their Six owners who would care to 
have them. We would particularly like to 
have the use of them restricted to the Sixes, 
— that is the 1914 cars and the Six of last 
year so that this Triangle will be distinct- 
ively a Hudson Six design. 

Chassis Chat About the Six-40 

(Continued from page 1, column 3.) 

facturing reasons that no change of any kind 
be made so long as this particular model is 
built The Six-40 being a new car from 
the ground up will necessarily represent the 
engineering observation and progress of the 
past two years. 

Moreover, taking another view of this 
difference in construction, it is only neces- 
sary to call attention to the fact that insofar 
as the actual strength of the axle housing 
upon the two cars is concerned, there is very 
little real difference in their resistance to 
the torsional strains if applied through the 
springs. Yet the Six-40 motor is only 3^" 
bore by 5" stroke as against the Six-54 
motor, 4*&" bore by 5^4" stroke. It might 
therefore well be argued that while the 
"Hotchkiss" drive is entirely correct with 
the smaller motor and the lighter car of 
the Six-40, it might not be so satisfactory 
upon the heavier and more powerful Six-54. 

However, I am simply suggesting thesa 
lines of argument. As a matter of fact, the 
"Hotchkiss" drive would be quite as satis- 
factory for use on the Six-54 were our man- 
ufacturing policy such as to make its em- 
ployment desirable upon this model. 

An Interesting Experiment. 

I desire to call particular attention to the 
starting action of the Six-40. It is generally 
conceded that Hudson cars are equipped 
with the finest clutch yet produced on either 
side of the water. This beautiful clutch 
action combined with the velvety torsion 
absorbing qualities of the rear springs pro- 
duces a delightful "get-away." One has only 
to drive the car to appreciate this point. 

Ride in the tonneau, lift the little trap 

door just in front of the rear seat heel-board 
and watch the behavior of the Six-40 rear 
axle under all driving and road conditions. 
This will prove a very interesting experi- 

Note also that there is no overhanging 
extension at the front of the rear axle hous- 
ing. Such an extension or overhanging 
bearing cage as that found upon the Six-54 
axle, while perfectly mechanical in every 
way, nevertheless tends to set up vibrations 
in the rear axle during the time the clutch 
is being applied in starting. It is partic- 
ularly essential in the "Hotchkiss" drive 
that this overhanging weight be reduced to 
a minimum. You will note that this has 
been done on the Six-40. In short, you may 
rest assured that the design of the Six-40 
rear construction has been perfected along 
the safest and most rational lines and that 
only the greatest advantages can accrue 
from it. 

Should any prospective buyer come to our 
dealers primed by competing salesmen to 
question the "Hotchkiss" drive, it should 
only be necessary to point out to him that 
the Hudson guarantee stands unqualifiedly 
behind this as well as the other features of 
the car and that while the individual cus- 
tomer might be content to experiment with 
a doubtful construction to the extent of 
$1750, it is scarcely within the realm of 
reasonable possibility that the Hudson 
Motor Car Co. could afford to experiment 
with any untried and uncertain practice or 
design upon from ten to fifteen million 
dollars worth of automobiles annually. 

3. Accessible Arrangement of Motor Parts. 

It is to be noted that only three gears are 
used in the Six-40 motor. It goes without 
saying that the reduction of gears to a 

minimum is a most desirable feature. 

Usually with motors of a three-gear desiga 
the parts upon the valve side of the motor 
are so located as to make some of them 
entirely inaccessible. You will note that we 
have avoided this on the Six-40. 

Water pump, carburetor, oil pump and 
electrical equipment are all grouped upon 
this side. Yet each is so arranged in place 
as to be easily accessible without disturbing 
the others. Moreover, the valve compart- 
ment covers may be removed for inspection 
or tappet adjustment without disturbing any 
of the other elements. 

4. Spring Suspension and Riding Qualities. 

Special note should be made of the spring 
suspension and riding qualities of the Six-40. 

I presume that greater care has been 
taken in the development of springs for this 
model than for almost any other car built 
in the country. The weight distribution, 
moreover, is such as to properly distribute 
the load on the front and rear wheels and 
as to reduce possibilities of skidding upon 
slippery streets to a minimum. Dealers 
should test the car out in this respect and 
can then talk from actual experience. 

5. Advantages of New Design Front Axle. 

A new type of front axle will be noted on 
the Six-40. Our reasons for the adoption of 
this design are several. An increased thrust 
surface facilitating easy steering has been 
obtained. Increased size of bearings upon 
the vertical spindle or king bolt have been 
made possible. An important item is that 
by means of the nut at the bottom of the 
king pin any adjustment for wear may be 
made. Such adjustment will of course en- 
tirely prevent rattle at this point. 

It is only necessary to mention the 
attachment of the speedometer drive. A 
glance at this construction will show its 

6. Many Conveniences in Six-40 Body/ 

Upon such features as the auxiliary seats, 
gasoline tank in the dash, the arrangement 
of control mechanism, etc., we believe that 
little difference will be found from the 

We would, however, like to point out the 
location of the storage battery in the most 
accessible position immediately beneath the 
driver's seat and the provision of an ample 
tool carrying space beneath the right-hand 
front seat. Provision is made for the 
carrying of a trunk at the rear of the Six- 
40. A trunk is one of the greatest con- 
veniences to the owner of a car. It affords 
a safe and proper place for the stowing of 
a hundred and one things which would 
otherwise be kicking about under the feet 
of the occupants of the tonneau. 

Space is provided beneath the tonneau 
seat for the stowing of the top slip cover, 
but such space beneath the tonneau seat is 
very unsatisfactory for the carrying of 
anything that will be needed often — not 
only because of the inconvenience to the 
occupants of the seat but because of the 
effort necessary for the handling of the 
large rear cushion. 

Sample of Old-Time Loyalty 

A Hudson Six only two hours on the floor 
of the Louis Geyler Company was sold re- 
cently to a customer he had in 1905. 

"It was a case of old-time loyalty," said 
Mr. Geyler, "and confidence in what I said. 
He talked a bit over the old days, said he 
had driven that old car I had sold him for 
many thousand miles, and without taking a 
ride in the new Hudson Six, signed the con- 
tract and drove away his new car." His con- 
fidence in the dealer strikes home the state- 
ment that if you gain the confidence of a cus- 
tomer you do not have to use up much time 
in selling to him the second or third time. 

Digitized by UOOQ IC 


Why Service is Absolutely Essential 

Good service is the trade mark of the well- 
built, popular and profitable car. It is also a 
guarantee of the permanency and prosperity of 
the dealer. Buyers are coming to know this. 
They are fast learning that to buy a variable- 
selling-price car from a here-today-and-gone- 
tomorrow dealer is poor judgment. 

Thus it is that good service and a prosperous 
business go hand in hand. 

The fact that a dealer sells many cars, main- 
tains his prices, gets his fair profit, has a nice 
place of business, and has credit at the bank 
leads his patrons to feel assured that he will give 
their cars the Service they naturally expect from 
such a dealer. 

Conversely, the very fact that he can and does 
furnish Service is evidence that he is prosperous, 
that he maintains prices, that he is permanently 

The fact is evident, whether we like it or not, 
that the present status of the motor-car business 
makes Service from the dealer, absolutely neces- 
sary if he is to stay in business. 

The dealer who does not give Service is on a 
toboggan slide to failure. This is no hypothesis. 
It is proven by the history of scores of unsuccess- 
ful dealers. The dealer who does give Service is 
uniformly prosperous and flourishing. Any man 
can prove this for himself by thinking over the 
list of dealers he has known. 

The question of Service — REAL Service — is 
one of the two big important features of the day 
in motor-car merchandising. It must be met, and 
solved. No dealer can side-step it, or evade it. 
On the way it is settled depends the life or death 
of his business. 

The best the factory knows of Service, gleaned 
from the experience of all Hudson dealers, is at 
the service of all on request. 

Some dealers think — some hope — the time 
may come when automobiles will be sold without 
any accompanying Service obligation, like bug- 
gies and other vehicles. This seems to be ex- 
tremely doubtful. 

In any case it probably would apply merely to 
the cheapest and least effective form of the 

It is practically a law of machinery that the 
more highly refined and half -human a machine is 
the more is Service required. Not because of de- 
fects or faults, but simply because the co-ordi- 
nation and synchronism of its parts calls for ex- 
tremely exact adjustment. 

A plow needs more care than a spade. A 
threshing machine calls for more oversight than 
an old-fashioned flail. A piano must have expert 
tuning while a penny whistle can get along very 
well without. Modern machines such as type- 
setting machines, cash registers, mathematical 
calculators, telephone instruments, locomotives, 
electrical machinery and instruments, — all call 
for expert care and supervision. 

So it is altogether probable that in the develop- 
ment of the automobile — the most highly refined 
and exact machine of its kind that the world has 
known — there never will come a time when Serv- 
ice on the part of the seller can be or should be 
dispensed with. 

We might as well make up our minds to this 
and accept it as a part of the business of every 
man who sells motor-cars to take care of the car 
after it is sold. 

Thinking dealers welcome the idea of Service. 
They want their patrons to come back. They are 
eager to forge a chain to hold them in friendly 
connection with every man to whom they have 
sold a car. They do not consider Service as an 
expense. To them it is rather a privilege, an 
advantage, an asset of their business. 

How to Sell Sedans 

Once in a while we hear complaints from 
some dealers that their trade demands a lim- 
ousine, and that in consequence, they cannot 
sell the Six-54 Sedan. Thereupon they seem 
disposed to give up at once and complain be- 
cause they have no limousines. 

In the face of this, our Detroit distributors 
have sold fourteen Sedans within a few 
weeks' time. Yet they meet exactly the same 
arguments from prospects as do other deal- 
ers in a large city. 

This is the way that Walter J. Bemb gets 
around their objections. 

Says Mr. Bemb: 

"In the first place we have a Sedan to sell 
and we have no limousine. Therefore we 
sell what we have. If we had limousines 
we would sell them, of course, but we do not 
find it necessary to 'lay down' just because 
a customer raises an objection. This applies 
to other cars as well as to the Sedan. 

"When a man says he does not want a 
Sedan because he employs a chauffeur and 
prefers a limousine because he does not want 
the driver to sit inside the car, we ask him 
what he does in the summer time. The 

chauffeur then sits in the front seat of his 
open car and no objection whatever is raised 
to it. 

"Some people say that they do not want 
their chauffeur to overhear the conversation 
of those in the car, and that in a Sedan he 
can do this but not in a limousine. We ask 
him what is to prevent the chauffeur in the 
open car from hearing everything that is 
said. Particularly is this true when the top 
of the car is raised. Yet no objection is 
made to the chauffeur sitting in the front 
seat of the phaeton. Why then, should there 
be an objection raised to his sitting in the 
front seat of the Sedan? 

"Again, practically every man at some 
time or other drives his own car. Supposing 
he owns a Sedan, and his driver for some 
reason is not on duty. He still can take his 
family to the theatre, driving his own car, 
and he can do so in comfort and with 
pleasure. He can wear his usual dress 
clothes and is in perfect keeping and entirely 
j comfortable. 

"With a limousine were his driver not on 
the job, he would have to sit out on the front 
seat entirely separated from the other occu- 
pants of the car. This is sometimes decid- 
edly disagreeable. 

"Many Hudson cars are now driven by 
women. The Hudson Six is so easy to con- 
trol that some prefer the Sedan type of car 
to an electric. It starts at a touch, is more 
powerful, swifter, and many think, is under 
better control than an electric. For after- 
noon shopping, for social uses and every- 
thing of this sort, the Hudson Sedan car is 
unrivalled. A limousine would be entirely 
unsuitable. No woman would sit out on the 
front seat and drive while her friends were 
in the other part of the car. 

"The coupe has always been a popular 
body. Many women drive coupes built on a 
gasoline chasis. The Sedan is merely an 
improved and developed coupe, having better 
seating accommodation, with more room, and 
is just as easily driven and controlled as is 
the old type of coupe." 

These ideas, advanced by Mr. Bemb, have 
been found of practical service in selling 
Sedans, even where customers thought at 
first they wanted a limousine. This plan 
will work just as well in other cities as in 
Detroit. Dealers who think that they can- 
not sell Sedans should make an attempt at 
it, working along these lines, and they will 
find, to their surprise, that it is not nearly 
so difficult as they had anticipated. 

Digitized by LiOOQ iC 






On the Use of a Lead Pencil 

Soft Black Lead Pencil is Big Asset — Wonderful Things Can Be 

Done With It — The Most Graphic Tool 

In a Salesman's Kit. 


Director of Sales and Advertising 

Did you ever notice a man painting a sign on a window? 

Of course you have. You and a dozen others have stopped to watch 
the work. There is a big sales lesson in that. It shows the natural inter- 
est of every man in seeing the creation of a design. 

Its application to salesmanship lies in the use of a lead pencil and a 
pad of paper. 

I recall some years ago the success I had in securing the attention 

of a large manufacturer in the proposition I 
had to offer by using a lead pencil and a 
pad of paper in explaining a little trick of 
averages which was new to him, but which, 
nevertheless, caught his attention, and from 
that moment on I was able to tell him about 
what I wanted to sell. I know you want 
the story of how I caught this man's atten- 
tion and I will tell it after I have explained 
how you can use the lead pencil idea in 
selling a car. 

It is assumed that you are sitting at a 
desk or table when you are making your 
sales solicitation. It is always better to 
have your prospect in a comfortable posi- 
tion than to try to close him on the sale 
after he has been standing admiring the 
car for half an hour. He may have tender 
feet, or be a bit tired and while some might 
argue that this enervated condition of his 
vitality may help to make the sale since it 
has minimized his combativeness, I do not 
believe that a good plan. 

Place the customer in the easiest position 
possible. Therefore, offer him a seat. When 
it comes to talking the details of the car sit 
where he will not be disturbed by noise, 
will not feel tired and where you will have 
every advantage that obtains by reason of 
the removal of all annoying influences. 
Then, in order to concentrate his attention, 
discuss with him the various details of the 
car and use the lead pencil to draw his atten- 
tion to certain definite points. When you 
place your lead pencil on a blank piece of 
paper, the one opposite you involuntarily 
looks to see what you are going to do. Then 
you can explain something after this fashion. 

"This illustrates one way wherein the 
Hudson engineers have improved upon the 
usual construction of motors," and then you 
can draw an outline of the combustion cham- 
bers as was illustrated in last week's issue 
of the Triangle. 

You can also draw two straight lines of 
equal length, and by running off the wings 
as in sketch No. 1, show how the effect is to 
seemingly increase the length of the line and 
how by drawing the wings as shown in 
sketch No. 2, you shorten the line. In this 
manner you then explain that we obtain 
impressiveness in the design of the Hudson 
that is not possible when the streamline ef- 
fect is not used for then the effect is to 
heighten the car while the streamline gives 
the impression of it being a longer and more 
graceful vehicle. 

You may laugh at this, but if you are 
a patron of the theatre you will observe the 
nicety with which a well staged play car- 
ries out all these details. In the "Third 
Degree," for instance, where the hero of the 
piece is given a severe examination by the 
Police Captain, he is supposed to have been 
kept for hours standing under a brilliant 

light which gives the Captain, who is in 
the shade, an opportunity to note every 
expression on the face of the accused. 

In the "Witching Hour," the hypnotic in- 
fluence that is brought forth is the main 
motive of that play. When one character 

No. 1 

No. 2 

attempts to shoot another man, the intended 
victim drops the light over his head and 
by command tells the man with the gun 
that he cannot even hold his weapon and 
it drops. 

This may sound stagey, but it is taken 
from real life and if you will use your 
imagination and study the effect of a lead 
pencil and a piece of paper, you will find 
it valuable. Do not forget, however, in 
every sales solicitation to place your cus- 
tomer at ease. Some clever salesmen never 
have a clock in sight of the prospect for 
that suggests an excuse to the prospect for 
getting away. He is reminded by the time 
that he has an appointment. Remember 
that the average buyer is fighting against 
giving you the order. 

Some salesmen do not even have pen or 
ink visible on the table for that suggests 
to the prospect's mind that he is to be asked 
to sign a contract. They use a fountain 
pen and as the prospect reads the contract, 
not seeing a pen, he does not associate the 
request to sign the contract with the im- 
mediate time. 

Now I will tell you how I Interested the 
manufacturer. You can try it on anyone 
you know. Put down a row of figures like 

leaving a trifle more space be- 
tween 2 and 3, and 3 and 4, than 
you have between 1 and 2, and 4 
and 5. Ask a companion to draw 
his pencil through whatever 
number comes first to his mind. 
Nine times out of ten he will 
scratch out number 3. If you have marked 
the number 3 on the reverse side of the 
paper, or elsewhere, then it is shown that 
you have anticipated what he is going to do, 
and he will consider you a wizard — a mind 



reader — but there is nothing to it at all. 
It is merely a matter of averages. 

The figure 3 contains more color because 
of its shape. It is in the center. The eye 
looks at the center of form and picture, 
and the slight amount of extra white space 
between the 3 and the 2, and 4 on the other 
number accentuates this. 

Just to see whether this has appealed to 
any reader of the Triangle, I will, if you 
will write me for the information, tell the 
name of the card that 75 per cent of the 
people will name when you ask them to 
think of any card in the deck. 

About Tied-up Capital 

How much unused capital have you tied 
up around your place of business? 

How many used cars are piled away, wait- 
ing for a chance to sell them at a figure 
higher than the market price? 

How many unoccupied hours are charged 
up daily against "Expense Account?" 

Here is a little story taken from the book- 
let entitled, "A Better Day's Profits," (Copy- 
righted by the Burroughs Adding Machine 
Co.) It has in it some thoughts that may 
be taken to heart by the motor-car dealer 
who ties up a lot of time and money. 

A Northern Indiana furnishing goods con- 
cern went out of business a few months 
ago. When the stock was inventoried some 
caps were found which were made especially 
for the Grant-Colfax presidential campaign 
in 1872. 

Think of that! Stock forty years old. 

The caps cost about twenty-five cents each 
and there were three dozen of them, costing 
nine dollars in all, wholesale. 

Charge up a percentage equal to the cost 
of doing business against that nine dollars 
worth of dead stock for forty years and see 
what it cost the merchant to keep it on his 

Ask the banana man who stands at the 
corner of Seventh street and Franklin avenue 
in St. Louis, how much he could make on 
that nine dollars in forty years in his busi- 
ness. Then you will know what It would 
have profited this clothing concern had it 
not kept that stock on the shelves — if it had 
used the capital right. 

This banana man buys a cart load of ba- 
nanas every morning costing him about nine 
dollars, and sells them before night for 
twenty dollars. 

Since he works every day, holidays and 
Sunday, he turns his capital every day, 
thirty times a month. 

On a capital of $9 he does a gross business 
of more than $5,000 in the nine months he 
is able to work. 

In forty years he could do a gross business 
of $292,000 on that little capital— without in- 
creasing his capital a single penny over that 
original $9. 

What would he make if he had $9,000 cap- 
ital and applied the same principles? 

Any wonder the chain store fellows can 
keep buying more stores and undersell the 
"good-enough-for-me" one-man store? 

Of course, this is possible only by keeping 
close tab on sales and purchases. 

But isn't it better to stand the expense of 
adequate records and do a big profitable bus- 
iness on little capital, than to worry along 
without records and do a small unprofitable 
business on the most capital you can rake 
and scrape? 

Digitized by 






Oanaktoed m First Class Matter by Every Live, 

Prosperons Hudson Dealer. 




In all occupations, under every conceiv- 
able circumstance, a man's head will earn 
more money for him than will his hands or 
his feet .or his mouth. 

That probably covers pretty well all the 
earning avenues we possess. 

Strangely enough few men appreciate that 
to think is the most effective money-getting 
power they possess. To be sure many do 
this daily, and unconsciously. Action of 
any kind is impossible without some thought. 

But definite, direct, positive thought on 
any given subject, with the intent to in- 
crease earning power, is rare enough to be 

The foregoing merely as an introduction to 
handing of a bouquet to Walter J. Bemb, 
of the Bemb-Robinson Company of Detroit, 
— one of the most effective and most per- 
severing thinkers in the Hudson family. 

It is quite true that Mr. Bemb frequently 
gets into the Tbiangxe. The reason simply 
is that we can't keep him out! 

He's the most versatile proposition on 
record. No sooner have we printed some 
mention of him, and dismissed him from 
our mind for a week than he bobs up with 
something spang new — and into the Tri- 
angle he goes again. 

Just take a look at that turntable window 
display illustrated on page 3, with the Six-40 
showing all sides to the public twice every 
minute. Look at the scientific way in which 
it was "staged" and announced. Grasp the 
clever way the windows are concealed so 
that prospects must come inside to see the 
full effect. And consider the magnificent 
decoration of the showroom. 

If you did that we couldn't keep you out 
of the Triangle either. 

That is what happens when Walter Bemb 

Don't you suppose it pays him as well 
as if he spent his time in personal selling? 
Undoubtedly he could sell some cars by 
personal effort, but he can sell five or ten 
times as many by using his head — and just 


Probably the hardest thing any man can 
do is to get the viewpoint of the "other 

We all of us are apt to be so close to our 
own business, so familiar with our own 
product that it is most difficult to separate 
ourselves from it mentally — and see the at- 
titude of the buyer, the perhaps uninter- 
ested man in the street. 

A sale was lost by a dealer the other day 
merely because the prospect said he "didn't 
like that style of a man." To most of us it 
would seem incredible that in the purchase 
of an article at the price of an automobile 
so slight a thing as a mere liking or dislik- 
ing of the dealer would influence the buyer's 
mind. Yet this man deliberately bought 
another car on so flimsy a basis. 

This simply shows that the mind of the 
prospect is a curious study. And to know 
the trend of his thoughts, his attitude to- 
ward the car, his opinion on the salesman's 
statements is most important. 

A list of the reasons why men buy one 
make of car in preference to another would 
make startling reading. 

Constantly the effort should be made, 

therefore, to get as true as possible an angle 
on the viewpoint of the buyer. Study pros- 
pects singly and in the mass. Endeavor to 
discover their attitude toward pressing 
motor-car questions. Get them to talking 
about the Hudson and other cars. Draw out 
their impressions of automobile advertising. 
Find out what attracts them in the adver- 
tising and in the car. 

All these things are wonderful aids toward 
getting a line on the right sort of selling 
talk and the right sort of advertising. There some best way. It would be highly 
gratifying if there could be devised a stand- 
ardized sales solicitation that would reach 
a big percentage of the prospects. 


This is a bad-tempered editorial. It is 
written in a savage spirit. The "last straw 
that breaks the camel's back" arrived in the 
Triangle office this A. M. 

A big, handsome, healthy, well-dressed 
salesman dropped in. And he whined like 
a whipped cur because it was foggy, and be- 
cause there might be a war with Mexico, and 
because he "didn't know what would happen 
if the Currency Bill passed," and because — 
Oh! — Piffle! (not to use a more expressive 
word) he sure had the verb "to gloom" 
down to a science. 

So the editorial "we" took him in hand 
and cussed him till he was mad; and then 
"jollied" him till he was good-natured again. 
And tried to instill into his big, splendid 
physique some of the spirit that makes for 

If men who go out of their way to look 
through dark glasses could only achieve the 
thousandth part of the spirit that possesses 
an Alexander, a Napoleon, a Parkman, a 
Pulitzer, or any one of the dauntless handi- 
capped men who have won renown, what 
might they not accomplish. 

This whining, gloomy, apprehensive, lie- 
do wn-and-give-up habit on the part of men 
who have every physical and mental qualifi- 
cation to be winners is enough to make 
angels weep. 

If any man who reads this in addicted to 
the "gloomy Gus" habit, he is hereby notified 
to keep away from the Triangle office. We 
don't want him around. We are too busy 
here at the factory selling Hudson cars to 
waste any time on pessimists. 

If conditions are not of the best, all the 
more reason for getting out and working 
harder. It's dead sure that whining about 
the clouds won't drive them away. 

We Like to Have Reports 
Like This. 

When the Advertising Department sends 
out something that "rings the bell," please 
tell us about it, as Mr. Atkinson has done. 
It helps us to know where to aim our next 

Distributors of 

Seattle, Wash., Nov. 26, 1913. 

Hudson Motor Car Co., 
Detroit, Mich. 

Attention, Advertising Dept. 
Dear Sirs: 

We received the large Poster reproduc- 
ing a number of telegrams from Hudson 
Dealers re Six-40 and have hung same in 
our Show Window and nothing on the 
Automobile Row this season has attracted 
so much attention as this Poster. There 
is always from one to three people reading 
it, and it Is by far the cleverest stunt of 
this kind that has been pulled off here in a 
long while, and we congratulate you upon 
getting up such an effectual Ad. 
Yours very truly, 

Robt. Atkinson, Manager. 


F. E. Whitehouse of the Rancher's Manufac- 
turing Company of Pomona, Cal., has put the 
fear of the Hudson Into the hearts of motorists 
In his territory. Recently there was held at Po- 
mona a "slow race" in which a number of well- 
known cars were entered. Each had high hopes 
of winning the prize. But when Whitehouse 
dropped into headquarters one fine morning and 
entered a Hudson Six-54 the entire list of 
entries withdrew. So the Six-54 was sent over 
the course and claimed the trophy, though it was 
unnecessary to compete with any other car. 

Says Mr. Whithouse : "We get many good 
thoughts from the Triangle." 

It appears that Milton G. Smith of the South 
Bend, Indiana division of the Big Family is 
"some punklns" with the fair sex. Rumors 
reach the Gossip column of a delightful motor 
ride enjoyed by Evelyn Nesbit Thaw while that 
noted little lady was recently in South Bend. 

The "S. & M." folks at Taunton, Mass., be- 
lieve in tying up local happenings to the Hud- 
son line. Here is the text of a postal card re- 
cently mailed to a large list of prospects right 
after a notable football game. 

That was some game Saturday, "be- 
lieve me." What thrills of enthusiasm, 
elation, exultation! 

$1750.00 at the Providence Auto Show 
this week, and enthuse, elate and exult 
"over and over again/' 

S. & M. 

Visitors from many points of the compass 
dropped in on us during the past week. There 
was E. H. Powell, Urbana, Ohio; J. H. Fortler, 
representing P. T. Legare, Ltd., of Quebec, Can., 
and Leo L. Legare of the same firm ; and Alfred 
H. Ashworthy and P. W. Beacon, both of the 
Southwestern Auto & Supply Co., Salamanca, 
N. Y. 

Other visitors were Chas. W. Semmes, repre- 
senting the Hudson Automobile Co. at the coun- 
try's capitol ; L. A. Cooper, of the Geneva Auto 
Company, Geneva, N. Y., and "Gold watch" 
Goldsmiths-otherwise known as J. W. Jr. — of 
the Fulton Auto Supply Co., of Atlanta, Ga. 

J. S. Wilson of the Red Ball Garage, Iowa 
City, la. and one of his mechanics recently 
changed a wire wheel on a Hudson 54 demon- 
strator In 32 seconds. This means that they 
took off the wheel, put on a spare wheel with 
inflated tire, and had the locks secured inside 
of that short space of time. 

The watch was held on this performance by 
Jack Harrison and Paul Kurz. So far as is 
known, the quickest tire change in history was 
made at the Elgin race course last year when 
five mechanics changed a wire wheel on one of 
the racing machines In twenty-one seconds. 

Wilson & Spencer got it in the paper, too, 
which Indicates some speed in taking advan- 
tage of a good advertising item. 

Seth Doolittle says : "Beats all how these yere 
Hudson autymobeel fellers keep movin' into new 
salesrooms ! Ever' time I pick up 'The Univer- 
sal Record,' I see where another one of them 
has got moved Into a new place. Guess maybe 
it's that Hudson Six-54 and Hudson Light Six 
thev're talking about so much that's doin' It 

The last to join the above mentioned list is 
W. E. Shackleford, of Miami. Florida, who has 
what is declared to be the only real show room 
for automobiles south of Jacksonville. Next? 

Only Two Kinds of Salesmen. 

There are but two kinds of salesmen — or 
dealers, — the efficient and the inefficient. 

A man either succeeds or he does not. As 
far as the final result is concerned there is 
no other class. It may be interesting to 
study the method, or the lack of it, which 
produces the verdict. But post mortem au- 
topsies will not change the figures in the 
profit and loss account. 

A half-efficient, a 50 per cent, man, is of 
little or no value to modern business. Few 
manufacturers or producers care to figure 
100 per cent, on overhead and only 50 per 
cent, on net receipts. 

And yet thousands of 50 per cent, workers 
have the delusion that they should be paid 
the same as for 100 per centers. 

The wise employer, whether he be pro- 
ducer or selling agent, aims to pay salaries 
and commissions only to the 100 per cent, 

Thinking out your problem advances you a 
long way along the line of conquering it. 

Digitized by 



Six-40 Week at the Bemb-Robinson Co., Detroit 

The "home town 
toriously one of th 
which to sell can 
would select Detro 
if there was aval 
equal size and wet 
Yet right in this 
the Bemb-Robin80i 
a success that is 
To those who are 
young firm has < 
inspiration to go a 
There is here n 
some flattery in 
Bemb and Mr. Rot 
been secured by 
thinking. They m 
Their amaainglj 
was hardly over 
strator was ready 
unique and strikii 





gest window, and 
it they would pla 
the Six-40 groomed 
a hair. The wh< 
car would be 
volved twice a m 
ute by a simple el 
trie motor, with be 
ed reduction drr 
The showroom woi 
be in gala atti 
They would ke 
open every night 1 
two weeks. And th 
would advertise. 

In order to create talk, and excite curios- 
ity, the windows were covered — as shown in 
the small photograph. This continued for 
three days. At the end of that time the 
signs were ripped away, the lights were 
lighted, the motor was started, the car be- 
gan to revolve, and prospects flocked into 
the showrooms literally by hundreds. 

No announcement has yet been made of 
how many 40's were sold up to date of go- 
ing to press. But it is safe to say that when 
the final result is given out the figures will 
amaze those who cling to ordinary selling 

A Magnificent Showroom. 

Attention is directed to the excellence of 
arrangement and furnishing of the Bemb- 
Robinson Company's salesroom. This really 
is most inadequately shown in the photo- 
graph. Some idea, however, can be had of 
its attractiveness. Yet the outlay for this 
homey, inviting, tempting appearance was 
by no means large. A few rugs, a few chairs 
and tables, an easel or two on which are 
shown suitable announcements, pictures of 
other cars, a simple arrangement of palms 
and other decorations make up a splendid 

There are literally hundreds of cities and 
towns where Hudson dealers can have 
equally as attractive showrooms as are here 
shown. All that is required is the intention 
to have them, a moderate outlay of time 
and money, and the ability to think along 
lines similar to those followed by Mr. Bemb 
and Mr. Robinson. 

We commend this page of the Triangle to 
the careful and studious thought of Hudson 
dealers who are not quite satisfied with 
their present quarters, and who wish to 
improve their selling facilities. 

A Sure Foundation. 

The man who sells automobiles must 
know his subject. 

Knowledge is power. 

More and more buyers are found to be 
thoroughly familiar with motor-cars in their 
every detail. The time has passed when it 
is necessary to explain to a buyer what it is 
that "makes the car go." 

Unless salesmen are well posted on the 
Hudson car they are apt to run across pros- 
pects who know more about the car than the 

salesman. This is not of great importance 
from the mere standpoint of selling, for a 
man may nevertheless be an excellent sales- 
man. The difficulty is that he loses the lead. 
Just as soon as the prospect realizes that he 
knows more about the car than does the 
salesman, just so soon does the salesman's 
hold on his customer loosen. 

To sell you must dominate. To dominate 
you must know more than your opponent, 
or customer. You must have an answer for 
every question. You must be familiar with 
every detail of construction, every compari- 
son that may be brought up, every point 
where the Hudson excels. 

Nothing is so "catching" as confidence, enthusiasm, a belief in the 
best rather than the worst. If you don't believe it try the experiment in 
your own organization and see for yourself how easy it is to brighten up 
the business atmosphere by turning on the rosy spot-light instead of the 
one that shines through blue lenses. 


PENNANTS, with wording "Hudson Six," for sale 
by the factory. White lettering on blue ground, 
first quality felt, extra well made and sewed, 
come in rights and lefts; price, 40c a pair NET. 
Sold only in pairs and not less than five pairs on 
an order. Use regular Parts Order Blank. 


NICKEL-PLATED TRIANGLES for radiator caps. 
About two inches high, extra quality nickel plated 
on red brass; each Triangle, with attaching bolt 
and lock washer, carefully packed in strong card- 
board box ready for mailing; 20c each NET. 
Use regular Parts Order Blank. 


SEVEN-PASSENGER 1913 SIX — Usual equipment; 
spare tire with cover; Weed chains; has been 
driven only 8500 miles; is in excellent condition 
mechanically and as regards finish; will deliver 
on cars at La Crosse, Wis., or within a radius of 
200 miles for $1760.00. Write Law Auto Co. 
(Hudson Dealers), La Crosse, Wis. 


ONE THIRTY-SEVEN coupe body for sale; color 
blue; wind shield; used only two months; has 
fine quality seat covers. Make us an offer. 
Haakinson & Beaty Co. (Hudson Dealers), Sioux 
City, Iowa. 

LIMOUSINE body, 1913; brand new, never used; 
dark blue broadcloth, guaranteed in perfect con- 
dition. Price $1,000 f. o. b. Louisville, Ky. Write 
Southern Motors Co., Louisville, Ky. 

Digitized by VjOOQIC 


&he Salesmen's Page 

First Ideas Received. 

Here is the "Honor Roll" of the first sales- 
men to send in their early contributions to 
this page: 

0. Remensynder, Saginaw-Hudson Sales 
Co., Saginaw, Mich. 

C. E. Faulhaber, Memphis Motor Car Co., 
Memphis, Tenn. 

H. W. MacLennan, Manager, E. V. Stratton 
Co., Troy, N. Y. 

Mark Perkins, The Motormart, Youngs- 
town, Ohio. 

S. D. Miller, A. E. Ranney Co., Brooklyn, 
N. Y. 

Charles E. Sammons, Sammons & Kinard, 
Stamford, Texas. 

George H. Cruess, Morristown, N. J. 

B. L. Morris, E. H. Kerstetter, Ionia, Mich. 
Homer E. Massey, Moyer Auto Co., Des 

Moines, la. 

C. N. White, Bemb-Robinson Co., Detroit, 

A. Vokes, Bergen Auto Co., Jersey City, 
N. J. 

F. McFadden, Eddie Bald Motor Car Co., 
Pittsburgh, Pa. 

Morris Adler, Reid Motor Co., Quincy, 111. 

Frank H. Jennings, A. H. Jennings & Sons, 
Kansas City, Kans. 

Will these punctual gentlemen kindly bear 
in mind that to send in one idea by no means 
exhausts their welcome. We want just as 
many as any salesman can think of. And 
every one counts on the prize offer. 

We also want to ask those of the above 
list who have not yet done so to send us 
their photo. Publication of the ideas re- 
ceived probably will begin next week. It is 
desired to print each man's photo along with 
his contribution. So send the photo at once, 

Are You "Too Busy" to Read ? 

"He is a familiar type — the fussy, fretful 
man who imagines that he is about the 
busiest fellow in town," says a writer in 
Printers' Ink. "He often dumps in the 
waste-basket, unopened, copies of business 
or technical magazines that contain valuable 
articles bearing directly on his problems. He 

fondly believes that he is too busy practicing 
to bother with what others are 'preaching.' 

"The trouble with this type of man is that 
he has not learned that the real executive 
is the man who so plans his work as to leave 
a reasonable amount of time for reading and 

"There are shoals and breakers ahead 
when the accumulation of new ideas ceases. 

"The man who declares he has no time to 
read is unconsciously advertising his small 
caliber, his slavery to detail, his arrested 


THIS will be a great page next 
week! Watch for it! First in- 
stalment of the genuine, "only 
original/' in-daily-use, salesmen's 
selling ideas! Written by the man 
who uses them to sell cars. 

Join the crowd— send in your ideas and 
your photo ! (Don't forget the photo !) 

The Trail of the Plugger 

Plug and you win. 

Forget the words "can't' and "tired" and 
"blue" and "discouraged" and "failure." Wipe 
them off your tongue; stop your ears against 

As long as you're alive you've got a show. Only 
dead men have no chance. 

The world offers nothing to the man who will 
not try to help himself. You can sit a week under 
a plum tree with your mouth open and yet starve 
to death. But if you take the tree by the throat 
and shake it you'll have plums to sell in five 

Because an effort fails once, or ten, or twenty 
times is no reason for losing faith in its final 
success. There's a reason for every failure. 
Remove the reason and you win. 

The angler's rule for catching fish is "keep 
your line wet." 

Weston, the famous long-distance walker, has 
a shambling, almost awkward gait. Yet men of 
splendid physique and athletic training are 
utterly unable to keep up with his tireless 

The man who doesn't know when he's licked 
is a hard man to beat. 

A prospect is never lost until he is driving the 
other fellow's car. Even then dealers have been 
known to trade in his new car for a HUDSON. 

When a man says. "I have about decided to 
keep on driving my old car," your sale is practi- 
cally made. When you think you're farthest 
from the dotted line your prospect is just feeling 
for his check book. 

Change places with your prospect and you'd say 

the same things he is saying to you. Don't get 
discouraged. He doesn't mean them any more 
than you would, in his place. 

Remember that the men you are trying to sell 
are often as good salesmen as you are. They may 
know tricks you haven't dreamed of. Discount a 
lot of what they say. Keep your head level — and 

Don't allow yourself to be stampeded. More 
people are frightened by shadows than by real- 
ities. Your prospect says the same things to your 
competitors. One of you will make the sale. Be 
the one. 

When you find a plan that wins do it again. 
Buyers are pretty much all alike. What sells a 
car to one will sell it to another. 

There's enough good, tried and tested selling 
material in the TRIANGLE to sell the HUDSON 
output twice over if it all were used steadily and 
consistently. To read it over once, say "That's 
good!" and then to forget it won't sell cars. 

Read it over and oi;er and oi;er again. Go 
back to your old numbers and study out the lines 
other men have followed to success. Remember 
you're not reading THEORY ; you're reading the 
inside selling secrets of the biggest men in the 
country. You couldn't BUY these articles for 
thousands of dollars. Yet we give them to you, 
FREE, week after week. 

Stick to the HUDSON plan as told you by 
You may think it open to criticism. Yet it is doing 
the business for the biggest dealers. 

Get on the HUDSON road. Plug and keep on 

Digitized by VjOOQ LC 




VOLUME 111. 



Hudson Cars at the 

Automobile Shows 

Big national motor-car shows in various large cities will mark the 
opening of the 1914 selling season. 

Practically the sole purpose of the shows is publicity of one kind or 
another. They offer also a convenient meeting place for dealers and sub- 
dealers to see the new cars in a mass and to meet representatives of the 
various motor-car manufacturers. 

From advance information, it appears that practically all leading 
manufacturers will be well represented with complete lines of their pro- 
ducts; also that the attendance at the shows will be larger than ever before. 

The Hudson Motor Car Company will exhibit at all the big shows. 
The character of the exhibit will be slightly changed from previous sea- 
sons. No chassis or sectional exhibit will be shown. We simply will have a 
complete car in each of the lines, that is the phaeton and sedan in the "54" 
and the phaeton, cabriolet and roadster in the "40." The exhibit of Hud- 
son cars will be under the direct supervision of General Sales Manager E. C. 
Morse. Representatives of the Sales and Advertising Departments will also 
be in attendance at the shows. 

The factory representative, in most cases, 
will be floor manager of the exhibit 
space. The A. Elliott Ranney Company of 
New York, Louis Geyler Company of Chi- 
cago, the Henley-Kimball Company of Bos- 
ton, and the Gomery-Schwartz Motor Com- 
pany of Philadelphia will have a number of 
their salesmen at the shows in these cities 
and one of these salesmen will be in charge 
of the local organization. 

Factory representatives at the shows will 
wear blue buttons as before. Out-of-the-city 
dealers who attend the show will, on arrival, 
be provided with green buttons. The sales- 
men of the local distributors will wear red 
buttons. In this way visiting dealers and 
their representatives will be able at once to 
identify representatives or salesmen with 
whom they talk. 

Distribution of Advertising Literature. 

No general distribution will be made of 
catalogs or other advertising literature. It 
is the desire of the company to place this 
literature where it will do the most good 
and not to give it out to children and others 
who simply ask through motives of curiosity 
or for the sake of seeing who can make the 
largest collection. Advertising material is 
expensive and is wasted unless it affects the 
sale of cars. 

There will be the regular catalogs of the 
Six-54 and the Six-40. These must not be 
given out unless to a very decidedly warm 
prospect A smaller souvenir book, in which 
is given a very complete description of the 
cars, in plain language, and which includes 
illustrations of all of the cars and complete 
specifications, will be used for the more lib- 
eral distribution. 

It is probable that a plan will be used of 
sending a copy of this book to each of the 
hotel arrivals, as far as the list can be had, 
in cities where the shows are held. This 
souvenir book Will also be distributed, care- 
fully, by representatives at the exhibits. It 
is recommended that wherever possible, sales- 
men or representatives shall secure the name 
and address of persons making application 
for this book. If it cannot be had in any 
other way, the salesman may request that 
they write their name and address on the 
book and inform them that it will be mailed 
from the company's booth. This would in- 
volve, of course, the payment of postage, and 
it is not desired to do this in every case, but 

only where it seems to offer the opportunity 
of getting a really live prospect. All of these 
names will be recorded before the literature 
is mailed. 

In each of these booklets will be postal 
cards imprinted with the name of the dealer. 
For instance, the New York show will carry 
the name and address of The A. Elliott Ran- 
ney Company, the Chicago show the name of 
the Louis Geyler Company, etc. For shows 
held elsewhere, where this booklet is fur- 
nished for distribution, the post card will 
carry the name and address of the local 
dealer or distributor. 

Printed forms will also be provided for 
the securing of names and addresses of pros- 
pects, and other Information that may be 
found valuable. These pads are of several 
forms and for use on various occasions. They 
will be sent to distributors in cities where 
shows are to be held and as they are very 
simple, no detailed instructions are neces- 
sary for their use. 

Distribution of Mail. 

A box will be provided, as before, wherein 
all mail and messages can be deposited. This 
will be opened every hour. Messages to rep- 
resentatives and salesmen will be delivered. 
Other mail will be stamped and forwarded. 
Any message for absent members of the 
Hudson force will be delivered or forwarded. 
All prospect slips are to be deposited in this 
box. These will be taken up and turned over 
to the proper parties. 

Booklet on Standardizing Salesmen's Talk. 

This is a very useful booklet. Copies of it 
will be distributed as soon as printed and, if 
possible, In advance of the New York show. 
It is requested that salesmen and dealers 
will thoroughly familiarize themselves with 
this useful little booklet. The idea is to 
standardize our selling talk so that all sales- 
men and representatives will use practically 
the same arguments in speaking of any cer- 
tain part of the car. 

This little book has been copiously indexed 
so that instant reference can be had to 
almost any subject desired. Where a subject 
is not mentioned, it is to be understood that 
it is covered in the catalog and in the Digest 
or that it is of such a nature that a salesman 
or dealer will naturally be thoroughly famil- 
iar with it and it is not necessary therefore 
to print any specific instructions in reference 

to it. Such, for instance as the size of the 
wheels and tires, the information about de- 
mountable rims and other matters of this 
kind that are common knowledge and need 
not be specially touched upon. The book 
has been kept as small as possible and yet is 
intended to cover every Important point in 
connection with the cars. There will be a 
good supply of these books on hand at all 
the shows. 

A suggested method of using this book, 
that will be found very valuable, is where a 
salesman is talking with a prospect and is 
unable to cover all the points of the car, he 
may suggest to the prospect that he has in 
his pocket a little booklet for his own per- 
sonal instruction by the company and that 
he has no objection to giving it to the pros- 
pect for his information. In making use of 
this method, it is not necessary or advisable 
to tell the prospect that there is a large 
supply of these books. Convey, rather, the 
impression that this is the only copy that the 
alesman has and that when he gives it up, 
he is giving up his own personal copy. 

In order to heighten this effect, it would be 
well for the salesman to hesitate somewhat 
about giving up the book, and to write 
his name and address on it before giving it 
to the prospect. Explain to him that it 
must be returned as soon as convenient, and 
for that reason the salesman writes his name 
and address upon it. This will impress the 
idea that it is a confidential and valuable 
piece of literature and will almost certainly 
insure that the prospect will read it care- 
fully and remember what is in it. 

Handling the Crowds. 

Very many people will visit the Hudson 
exhibit. Each one should be taken care of 
courteously and quickly. Questions should 
be answered cheerfully and smilingly. Don't 
overlook the fact that orders are to be taken 
and that Is the reason these shows are con- 

Pay no attention to the territory from 
which a prospect or an inquirer comes. Treat 
this question very liberally. The show is for 
the good of the entire country and if a Cali- 
fornia man drifts into the show in New 
York, he should be given just as good treat- 
ment as if he were from New York City and 
an immediate prospect of the New York dis- 

In quite a number of instances, people will 
visit the exhibit several times. Sometimes, 
they will not even ask questions, before they 
have been frequent callers. It is well to 
keep very close tab on persons who have been 
seen more than once in the exhibit. This 
is evidence that they are more than usually 
interested. Particular pains should, there- 
fore, be put forth to see that they receive 
proper attention and that we get their names 
and addresses for distribution to dealers who 
might be able to close the sale of a car. 

Absolutely avoid arguments or controv- 
ersies of any kind with visitors. Many will 
wish to start an argument. Salesmen should 
strictly avoid any appearance of this kind. 

Neither should representatives discuss 
other automobiles than the Hudson. Let the 
visitors personally investigate the other cars. 
If an opinion of another car is asked, evade 
the question in some way, neither commend- 
ing the car nor condemning it. 

Information Regarding Prices. 

Every salesman should be thoroughly 
posted on all prices so that he can answer 
at once any question that may be asked him 
in this connection. Prices are given in lit- 
erature of various kinds and it will not be 
difficult for each man to provide himself with 

(Continued on Page 3, Column 2.) 

Digitized by VjOOv Ic 





Considered as First Class Matter by Every Live, 

Prosperous Hudson Dealer. 




The Hudson company, Hudson dealers and 
Hudson salesmen are all employed in the 
same business — that of selling Hudson cars. 

The success and profits of each of us is 
dependent on the number of cars sold. No 
one of us can exist without the others. 

In a salesman's letter the other day he 
said: "We Hudson salesmen know that if it 
were not for us there would be a 'Vacant' and 
'For Rent' sign tacked on a certain automo- 
bile factory in Detroit." Granted that this 
was possibly humorously meant, still some 
salesmen and dealers have this idea. Which 
is absolutely and entirely wrong. Just as 
wrong as it would be for the factory to think 
itself the "whole thing." Some one must 
make the cars that the others sell. Some one 
must sell the cars that the other makes. 
There is no controversy, no conflict, no idea 
of being indispensable in any of us who look 
at this thing right. 

This salesman might have gone further 
and said that if it were not for the buyer we 
ALL would be "out of a job." Which is car- 
rying the thing to the point of childish ab- 

Success can only be attained by co-opera- 
tion, not misunderstanding. If a dealer is in 
financial difficulties, or has problems of any 
kind, his first act should be to take the fac- 
tory into his confidence. Only thus can he be 
helped; possibly only thus can he be saved 
from loss and disaster. 

And may we mildly suggest in this that 
the exclusive Hudson dealer is, within rea- 
sonable limits, more advantageously situated 
than a dealer who carries several lines, and 
has several manufacturers to deal with. Re- 
tail merchants find it desirable to stick to 
one jobber. It avoids much misunderstand- 
ing, and is a protection to the dealer. There 
is no opportunity for one jobber to gain the 
impression that another is being favored at 
his expense. One jobber can "carry" and aid 
a merchant where if the responsibility were 
split up among several none would care to 

Frankness is infinitely better than secrecy. 
The dealer who makes the factory his busi- 
ness partner is happier, more contented, bet- 
ter poised mentally than the one who is se- 
cretive, suspicious, afraid that everyone is 
trying to take advantage of him. It long has 
been an axiom of business that one must 
trust his banker, his lawyer and his doctor. 
A dealer who is not frank with his banker is 
absolutely certain to get into hot water. Al- 
most as certain is the working of this busi- 
ness rule in the relations between the dealer 
and the motor-car manufacturer. 

The factory has no idle curiosity. It mat- 
ters comparatively little to it what a dealer's 
private affairs may be. Provided these in- 
volve no "moral risk" because of loose living, 
or bad habits. Yet it does, and must concern 
itself with a dealer's business affairs. And 
he is a wise dealer who takes the factory into 
his confidence, treats it as a business partner 
and a friend, rather than as a spy or an 
enemy; and co-operates instead of misunder- 


Here's the King of all the rules that sales- 
managers stick under the glass slab on their 
desks, or pin on the wall. 

"Each man must show a profit. 3 ' 

It's the best little spur and whip ever dis- 
covered for keeping salesmen snappy and 
alive. Yet the genial sales-manager may 
have no "carpet" on which to stand delin- 
quents; he may speak always in the softest 
tones; his smile may fall alike on the just 
and on the unjust, as it were. 

But this one little six-word motto will 
thunder like a 14-inch gun in the ears of un- 
profitable representatives. It will prove the 
best little old alarm clock ever discovered 
for sluggards. It will put pep and alertness 
into contented tail-enders. 

Each man becomes, by this beautiful sys- 
tem, his own judge, jury, attorney and pris- 
oner at the bar. He puts himself on trial, 
he pleads for himself, he sums up his case, 
and he decides his own fate. 

He "gets business" or he "gets out." 

We don't believe there are many Hudson 
salesmen who need fear the application of 
this rule. Most of them that the Triangle 
knows are smart as steel traps, alert, keen, 
always on the job, bringing in their sheaves 
of orders rain or shine. 

You see it isn't you we mean — certainly 
not! It's the other fellow! 

A Hudson Six — Some Whiskey 

—And a Gold Medal 

This is the story of how two members of 
the Society for the Alleviation of Human 
Suffering saved ( ?) three lives under par- 
ticularly heroic circumstances. The car men- 
tioned is a Hudson Six-54 delivered to Mr. 
John W. Masury of New York, last summer. 
There is at least this much truth in the 
newspaper story; that the car was driven 
from Brooklyn to Hot Springs, Virginia, 
without a minute's real trouble, in the 
record time of 21 hours. Mr. Masury and his 
companions were highly pleased with the 
performance of their car. Only a few minor 
adjustments were required at the completion 
of the trip. 

(From the New York World.) 

HOT SPRINGS, Va., Nov. 22.— The 
story of a remarkable trip from New York 
to Hot Springs by automobile in twenty- 
one hours, without the occupants once 
stopping: the engine or dismounting, be- 
came known when Henry Albert, manager 
of the Homestead Hotel, received from 
John W. Masury and Philip T. White, 
wealthy New York manufacturers, who 
were in it, a gold medal for aid which, 
they believe, saved their lives at the end 
of the trip. , i# 

The medal bears the inscription: 
"Awarded to H. Albert for bravery in sav- 
ing three lives at Hot Springs, Va., Oct. 
19, 1913, by the Society for the Allevia- 
tion of Human Suffering." 

"I happened to be on the veranda," said 
Mr. Albert, "at 7 o'clock that morning, 
when I saw the car approaching at a furi- 
ous pace, careening from side to side. 
When it drew opposite it stopped In about 
four lengths, and I immediately saw 
something was wrong. 

"The two men in the front seat were 
apparently unconscious when I got to 
them. As soon as he could speak Masury, 
who was at the steering wheel, looked at 
me hard and uttered the one word 'whis- 
key.' I gave him a drink. I suppose that 
is why I am now a gold medal hero. 

"The men were almost dead from cold 
and exhaustion. They had taken the trip 
to win a bet. They left Masury's factory 
in Brooklyn at 10 o'clock one morning and 
never stirred except to shift seats while 
they took turns driving until they reached 
here at 7 o'clock next morning. The time 
they made has been beaten between the 
two points only by the F. F. V. Limited, 
on the Chesapeake and Ohio, which 
makes the trip only five hours quicker." 


G. W. Darling, of the G. W. Darling Company, 
Marshalltown, Iowa, spent a little time at the 
factory the latter half of last week. Mr. Darling 
has a corking territory and is a crackerjack 

Amongst other activities, Mr. Darling is road 
supervisor in his locality and is intensely inter- 
ested in good roads and in the Lincoln Highway, 
which passes through Marshalltown. Just to 
show his good roads interest in a practical way, 
Mr. Darling left his order for one hundred of the 
new Triangle road signs to be delivered to him 
just as soon as possible. This is merely a pre- 
liminary order, as he expects eventually to use 
four or five times this number. 

Beats all how enthusiastic everybody is about 
the new Hudson Six- 40 ! G. N. McNutt of Rod- 
gers & Company, came all the way from Knox- 
ville, Tenn., to look 'em over. A few days ago 
Mr. Alexander Gomberg, an engineer of technol- 
ogy, dropped in from Odessa, Russia, to tell us 
how badly he wanted to represent the Hudson 
in Southern European Russia. Then the other 
day N. A. Neeley, who already represents us in 
Christchurch, New Zealand, sailed in to look 
over the cabriolet and other models. And that 
wasn't all! Chas. C. Wertman, of the D. & H. 
Auto Co., happened in from Wilkes Baire, 
Pa. He "wanted to know," too. J. H. Green- 
wald, of Cleveland, "the sixth city," called ; and 
J. "Ed." Gomery trained in from Philadelphia, 
while F. M. Busby, of Louis Geyler Company, 
Chicago, dropped in to place an order for a case 
or two of the nickel radiator Triangles. 

The Saunders Motor Car Company, of Birm- 
ingham, Ala., recognizes the value of getting on 
the band wagon while the "getting is good." 
Bradley J. Saunders is one of the "men behind." 
C. L. Brown, formerly sales manager for the 
Stevens-Duryea at Chippewa Falls, Mass., is 
another and as "inside man" they have secured 
Roy C. Bolton, formerly of the Hudson factory. 
Good luck, gentlemen ! 

From the Grand Rapids Overland Company 
comes an interesting item. Mr. Harvey Wilce, 
president of the Empire Lumber Company of 
Traverse City, Mich., in conversation with the 
Hudson dealers in Grand Rapids a few days ago, 
stated that he had just been in Detroit and 
while he was at the time very much occupied 
with other matters than automobiles, he said 
that the car that he heard talked of the most in 
Detroit, around hotels, theatres, clubs and among 
his friends, was the Hudson Six. This shows 
that right at the home of many prominent mo- 
tor cars, the Hudson is a leader. 

John H. Fleming, of the Fleming Motors 
Company of Scranton, Pa., says that in a news- 
paper subscription campaign in his city, the 
principal prizes were automobiles. A $3500.00 
car secured favor as the first prize and the 
Hudson dealer was fortunate enough to have 
the Hudson Six-54 listed as second prize. Al- 
though the price of the Hudson was only 
$2250.00, — $1250.00 lower than the first prize, — 
still a number of the contestants in conversa- 
tion with Mr. Fleming stated that if they were 
so fortunate as to win the first prize, they were 
going to ask the newspaper to give them a 
Hudson instead of the $3500.00 car that had 
been selected. Evidently Hudson advertising 
and Hudson dealers are "on the job" in Scran- 
ton, Pa. 

From the Virginia Motor Car Company of 
Roanoke, Va, proprietors of the Jefferson Gar- 
age and Hudson distributors, comes the first ar- 
rival of the 1914 calendars, a handsome panel 
in light blue with a most excellent and useful 
calendar pad attachment. 

Among the new members of the Big Family 
is Jas. L. Moloney at Hudson, Michigan. It 
is presumed that the reason Mr. Moloney 
selected the Hudson car was because he saw 
an appropriateness between the name of the 
town and the name of the car. Another 
reason is, that we understand Mr. Moloney to 
be just about the most popular man in his 
town and naturally he wished to be identified 
with the most popular car. Mr. Moloney 
starts out well. He has already arranged a 
prospect list based upon the financial condi- 
tion of everyone in his territory. He also is 
a firm believer in the correspondence and 
follow-up letter systems of getting business. 
We predict an excellent record for the new 
Hudson dealer in Hudson, Mich. 

The name of the Moyer Automobile Com- 
pany at Des Moines, Iowa, has been changed 
to the Hudson-Jones Automobile Company, 
who succeed to the entire old organization 
and are preparing to push the business even 
more energetically than before. 

If you yourself are failing to secure the 
maximum amount of efficiency that you feel 
is within you, the chances are that there is 
not the proper team-work between your vari- 
ous faculties. 

Digitized by 



Hudson Six Holds Record of 

Farthest North in America 

Powell and Sunset Party Return— Roads Worst 

Explorer Ever Experienced — Says 

Car is a Wonder 

Mr. E. Alexander Powell and party, rep- 
resenting Sunset Magazine, have returned 
to California after their trip through British 
Columbia to the Alaska line. Mr. Powell 
made this trip in the interests of Sunset 
Magazine and in connection with the good 
roads movement on the Pacific Coast. Both 
he and Mr. Kuhn, his traveling companion, 
return ardent admirers and great boosters 
for the Hudson car. The car went back to 
California under its own power in practi- 
cally as good condition as when it left San 
Francisco with the exception of a scratched 
body, bent fenders and other ordinary road 
damage. Mr. Powell liked the car so well 
that he has had it repainted and slightly 
repaired where necessary and is keeping 
it for his own personal use. 

The gentleman who went along as Mr. 
Powell's guest is a retired capitalist of San 
Jose, Cal. He has always been a strong 
booster for another car of which he has 
owned several. Since his return, however, 
he has been thoroughly converted to the six 
cylinder idea and one of the first things he 
did upon reaching his home was to place his 
order for a Hudson Six 54. 

Mr. Powell is the well known travel writer 
who was in Africa with Roosevelt. He 
has added to his experience by this trip 
in an automobile from the Mexican line 
south to San Diego to the southern boundary 
of Alaska near Hazelton, British Columbia. 
His account of this trip will be brought out 
in a forth-coming book but will appear first 
serially In Sunset Magazine. Readers are 
urged to secure copies of the magazine for 
their personal reading so that they may 
secure the full account of this very remark- 
able trip. 

The latest letter from Mr. Powell read as 
follows: "Here we are almost at the end of 
our journey to the nearer north, 250 miles 
from the nearest railway and far beyond the 
end of the Caribou Trail, where civilization 
quits work and the wilderness begins. I 
have seen bad roads in Quebec and in Vir- 
ginia, in East Africa and in Honduras and 
In Turkestan, but I never dreamed of any- 
thing remotely approaching these British 
Columbia highways, and I certainly never 
dreamed that a car was built capable of 
negotiating them. But we have the satis- 
faction of knowing that we went farther 
north than any automobile has ever gone 
on this continent on its own wheels, and 
that three tenderfeet, all strangers to the 
country and unfamiliar with its condition, 
suceeded in driving a two ton six cylinder 
Hudson car across British Columbia, a feat 
which everyone along the route warned us 
could not be accomplished with any auto- 
mobile. We carried a little silk American 
flag on the bonnet and at all the construc- 
tion camps and towns through which we 
passed we received most hospitable recep- 

Don't try to tell the new owner all about 
his car in one "gulp." Explain the need of 
oil and water, first. If he keeps these sup- 
plied he cannot do much damage. If gasoline 
runs out he will merely stop. But if oil or 
water gives out something is going to happen. 
After he learns oil and water, go on to other 

The man who stops working, planning, and 
studying when the going-home whistle blows 
will never feel the top rungs of the ladder in 
the hollow of his boot. 

Handsome New Premises 

The accompanying photographs show the 
exterior and interior of the premises of the 
Gordon Motor Company at Richmond, 
Va. Also the manager. W. J. Miller, is one 
of the most enthusiastic of Hudson dealers. 
He is also the youngest manager of any 
automobile company in the State of Vir- 
ginia. The evidence of his progressiveness 
and energy is shown by the fact that his 

service suluuu. mis assures a nuu- 
son owner in that city and vicinity the very 
best of service. 

When Mr. Miller took hold of the Hud- 
son line, the car was, to a certain ex- 
tent, a stranger in Richmond and vi- 
cinity. But, due to his energy and ability, 
there are now in the city of Richmond two 
Hudson cars to one of any other make in 
its class. 

Hudson Cars at the 

Automobile Shows 

(Continued from Page 1, Column 3.) 

this information so that he can have it in his 
pocket and refresh his memory at a moment's 
notice, if necessary. 

Salesmen and representatives should not 
sit in the cars. If they are talking to a 
prospective buyer, they may seat the prospect 
in the automobile, but it is much better if 
the representative will stand at the side of 
the car. This also will have a tendency to 
shorten the length of time the visitor sits in 
the car and thus will enable other visitors 
who may wish to do so, to test the seating 
qualities and upholstery of the cars. 

Literature Provided For All Shows. 

Dealers are urged to make special note of 
the fact that the literature mentioned in this 
article is not alone for the big national shows 
but is intended for use at local shows and 
exhibits of all kinds. If dealers, therefore, 
will advise the factory in ample time of the 
dates of shows in their own localities, and 
will also advise us of approximately the 
amount of printed matter which they think 
they will require, we will take steps to see 
that they are supplied. It is urged that deal- 
ers note the important fact that it takes 
some time to get out a special supply of 

printed matter and as our supply may be 
exhausted on any given date, it is absolutely 
imperative that we have advance information 
on this point. 

Circle in Which Six-40 Tunis 

The diameter of circle in which the Six-40 
can be turned is approximately 46 feet. This 
varies slightly from right to left and on dif- 
ferent cars. We are now putting a little en- 
gineering change into effect which will re- 
duce the diameter of this circle to from 41 
to 43 feet. 

"Here's How— Also Why." 

"Father, are you going to buy a 

four, like you said you were?" 

"Oh, I don't know. I had a ride in a Hud- 
son Six the other day and that changed my 
mind. Now it's a Hudson Six or nothing." 

Successful salesmen are emphasizing more 
and more the stability of the company back 
of the car. This has become a very impor- 
tant consideration to buyers. The fear of be- 
ing left without service on his car is a strong 
argument against buying a car that is not 
certain to be permanently on the market. 
Here is where the Hudson stands solid as 

Digitized by 



&he Salesmen's Page 


Sagmaw-Hudton Sales Co. 

Saginaw, Mich. 

Clever Handling of Used Car 

Saginaw-Hudson Sales Co., Saginaw, Mich. 

We are using an agreement that has not 
only sold two Sedan cars for us, but on 
another sale it brought down a man's idea of 
the value of his used 
car from $1,000.00 to 
$600.00 by our show- 
; k ing him the true mar- 

3M ket value of his old 

car. We sold it at 

And that is not the 
best of it We haven't 
a cent tied up in sec- 
ond hand cars, and 
are going to get 
every dollar of our 
commission, for we 
allow on an old car 
only what we feel 
sure we can realize. 
We can't help 'em until they buy a Hudson 
and they can't help us until they do. 

Following is Copy of Agreement Used 

made by and between Jo Tin Smith of Sag- 
inaw, Michigan, and the Saginaw-Hudson 
Sales Company, of the same place. 

WITNESSETH as follows: 

Said John Smith agrees to buy one JBlk 
Hudson Sedan Type Car for which he 
hereby agrees to pay the sum of Thirty- 
one Hundred Dollars ($3100.00) on the fol- 
lowing terms and as follows: 

Four Hundred Dollars ($400-00) upon 
the execution of this contract, the re- 
ceipt whereof is hereby acknowledged, 
and Twenty-five Hundred Dollars 
($2500.00) upon the delivery of said car, 
and the balance, Two Hundred Dollars 
($200.00) to be paid by said John Smith 
out of the proceeds of the sale of the 

1912 Model owned by said John Smith. 

It being hereby understood and agreed 
that the said Saginaw-Hudson Sales Com- 
pany are hereby given the right of sale 

of said at any time it is possible to 

sell same after the execution or this con- 
tract, for the sum of Seven Hundred Dol- 
lars ($700.00) provided, however, that if 

said cannot be sold for said amount 

then the same is to be sold for an amount 
which shall be mutually agreed between 
said parties, and if said parties cannot 
agree as to the price, then the said price 
shall be left to the decision of three dis- 
interested parties as to the market value ' 
of said car, and in case said car is sold 
for less than Seven Hundred Dollars 
($700.00), said Saginaw-Hudson Sales 
Company and John Smith shall stand to 
lose equally the difference between what 
the car sells for and Seven Hundred Dol- 
lars ($700.00), share and share alike, or 
one-half of the loss or difference. 

The right to use said car to be 

retained by said John Smith until sold, 
but the same is to be used for demon- 
stration by said Saginaw-Hudson Sales 
Company when required. 

The said Saginaw-Hudson Sales Com- 
pany hereby agrees to deliver the above 
purchased 1914 Hudson Sedan Car upon 
the aforesaid agreement. 

Signed, sealed, and delivered, etc. 

First, the idea is to get a signed order with 
a cash deposit for a new Hudson car, where 
the price allowance of a used car stands in 
the way of closing. 

Second, to show the owner the true mar- 
ket value of his old car, instead of what he 
thinks it is worth. 

Third, to have some of the owner's money 
tied up in the old car along with ours, thus 
holding his interest and securing his help in 
selling the old car at highest possible price. 

For instance, we are out after an order 
for a Sedan, price $3100.00. We offer to de- 
liver one to the prospect for $2900.00 cash. 
We get $400.00 cash on the signing of the 
agreement and $2500.00 cash on delivery of 
the car. This leaves $200.00 still coming to 

us on the deal, which we look for out of the 
proceeds of the sale of the owner's old car. 
I Now, the stumbling block, as usual, is the 
I traded in car and we try to show the owner 
that the market value of this old car is ap- 
proximately $700.00. 

In order to prove it we agree to tie up 
$200.00 of our money with him in the old 
car until it is sold. When the car sells for 
$700.00 (which it should bring), we get our 
$200.00, the balance going to the owner. 

In case the car fails to sell for $700.00 and 
it only brings $600.00, we stand to lose $50.00 
of the $200.00 we have tied up. 

The clause which reads: "then the said 
price shall be left to the decision of three 
disinterested parties as to the market value 
of said car, and in case said car is sold for 
less, etc.," means that these three arbitrators 
decide the selling price in case the owner and 
myself can't get together. 

Even should the price drop to a point 
where we get only $150 to $175 instead of 
$200, I figure $25.00 or $50.00 selling expense 
for the used car good business. 

Another point, it places the owner in a 
position to highly recommend the traded in 
car and hustle to help us sell it, for he wants 
his money. This also has a tendency to 
boost the price. 

Make Your Sale Before 
Talking Trade 

Manager, E. V. Stratum Co., Troy, N. Y. 

I believe that the best idea that I person- 
ally have had an opportunity to work out 
has been the one of never actually making an 
allowance proposition on a customer's old 
car until It is pos- 
sible to get him to 
say that he is pre- 
pared to absolutely 
close for a Hudson 
car at that time, pro- 
vided the proposition 
is satisfactory. 

As all salesmen 
know, about the first 
question a prospect 
asks, in case he has 
a car (which is gen- 
erally the case), is 
"what allowance will 
H. W. Madeflan you make for my old 

Troy, N. Y. Manager car?" and we prac- 

E. V. Stratton Co. t j ce side-stepping an 

answer to this question on the basis that we 
want first to prove to him that the Hudson 
car is exactly what he wants. 

It is useless to make any proposition on 
his old car until he is sure that the Hudson 
is the car he wants. This gives an oppor- 
tunity to absolutely sell the prospect on the 
Hudson before having to make any proposi- 
tion on the old car, which makes it much 
easier, although it is not always possible to 
get his old car on sale or to get it at a figure 
within reason. 

Mr. H. W. Maclellan, manager for the E. V. 
Stratton Company at Troy, N. Y., has been 
successful in selling 10 Hudson cars since 
August 15th, 9 of which are "54's." In every 
case the sales have been at absolutely full 
list price and the cars accepted in trade have 
sold for the allowed price or better. This is 
a record to be proud of. 

Many successful salesmen have a Triangle 
pocket scrap-book. In it they paste good sell- 
ing arguments clipped from the Triangle. 
It's a good idea. 

How Persistence and Special 
Delivery Wins 


- Morriatown, N. J. 

At lunch one day I was introduced to a 
man who I was informed was in the market 
for a motor car. I spoke to him about the 
Hudson as a new 
model was about 
to be announced 
and advised him 
to wait, which 
he seemed very 
much pleased to 

After the new 
car was announc- 
ed I called to sell 
him. When I drove 
up to his door 
with my demon- 
strator I thought 
he would be very 

George H. Cruen much pleased to 

Morritfown, N. J. see me> D ut when 

I was announced 
he informed his butler that he was very busy 
and could not see me. 

On returning to my office I wrote him 
a letter enclosing some new literature. In 
a few days I called again and this time I 
did not present my card, but informed the 
butler of my name thinking he might not 
remember the business I was in; but the 
same word came back to me. 

That night I wrote him a letter on plain 
stationery. Apparently this did not inter- 
est him, as I received no reply. A few 
days later I telephoned him, but he would 
not answer the telephone, stating he was 
not interested in motor cars. 

Knowing he went to New York City on 
business, I inquired as to what train he re- 
turned on and was at the train to meet him, 
but he was with friends and was taken 
home by them. About the time he entered 
the house I was at the door, but again he 
refused to see me. 

I had mailed him several follow-up let- 
ters and all the literature that I had but 
apparently he did not read them. 

A few days later I mailed him a special 
delivery letter in which I apologized for 
sending It under a special delivery stamp 
and told him it was necessary for him to 
place his order in a very few days if he cared 
for an early delivery. The following day his 
wife telephoned me asking for a demonstra- 
tion. She made an appointment for four- 
thirty that day. Before six p. m. I had his 
name on the dotted line. 

After delivering the car I asked him what 
made him purchase a Hudson. He said my 
persistence and the way the car was pre- 
sented to him. Another reason for placing 
the order when he did was because he was 
afraid he could not get an early delivery. 

I think the special delivery letter moved 
him as I have tried this since and found 
it brought results. 

The motor-car seems complicated to some. 
In reality it is quite simple. Don't let pros- 
pects get the wrong idea of a car. 


TEN-NOTE GABRIEL HORN, nickel plated, 
cost $185. This horn is a novelty, as 
comparatively few people have ever heard 
one. Anyone can play simple airs. A good 
musician can play fifty or seventy-five dif- 
ferent selections. Or, it can be used for 
signalling purposes, using four different 
chords. Price $100, f. o. b. Quincy, 111. 
Reid Motor Company, Quincy, 111. 

Digitized by VjOO 








The Six-54 Is Here to Stay 

A Statement by President Chapin 

Let this be considered a very definite announcement from us that the 
Six-54 will not only be carried completely through this season but will be 
a part of our product for the 1915 season. 

In our two six-cylinder models we are now producing, we have obtained 
a perfection surpassing anything that the Hudson Company has ever built. 
We can see no radical change that would mean great improvement in either 
car. Minor improvements will take place — as with every new season. How- 
ever, from the standpoint of our product, the Hudson Motor Car Co. has struck 
its gait — and we have two models that we believe will be in active demand for 
many years. 

This is an ideal condition for dealers, since it does not result in dissatis- 
faction of buyers who purchase cars late in the season and find a completely 
different car on the market a month later. 

Therefore, let it be taken as an emphatic statement from us to any 
who have thought otherwise, that we plan to carry the Six-54 as well as 
the Six-40 straight through, — and just as long as these models satisfy the 
buying public in the unusually pleasing way they do at the present time. 

The Six-54 a Wanted Model. 

As has often been stated the 54 is the 
ideal car for many motorists. Within rea- 
sonable limits, and taking into consideration 
the circumstances under which it is to be 
used, a big car is better than a small car. 
It is easier to drive a car of 135-inch wheel- 
base, and sixty horse power than a small, 
short wheel-base, low-powered runabout of 
the type favored a few years ago. It is 
simpler and easier to care for a Hudson 
Six-54 than some of the much smaller cars. 
The mere fact that the car is bigger, more 
complete, and a higher price makes it pos- 
sible to add to it many little refinements and 
conveniences that for lack of space, cost, or 
necessity are not used on low-priced, old-type 

To a certain extent this is true even when 
the 54 is compared with our own 40. There 
are prospects whose needs are more com- 
pletely met by the 54 than by the 40. There 
is no difference in the quality of the cars. 
One is just as excellently designed, just as 
carefully made, of just as high grade and 
carefully tested material as is the other. 

But the mere fact that the 54 is bigger, 
carries one more passenger, is more power- 
ful, more impressive, more distinctive, makes 
it the car that should be chosen by prospects 
whose needs call for such a car. 

To many buyers the difference in price 
is of little or no importance. Where a car 
of this type is purchased it frequently is 
driven and cared for by a paid chauffeur. 
It is used for long tours and cross-country 
runs where power and size is desirable. 

To such prospects sell the 54. The larger 
sale nets more profit. It impresses the class 
of the Hudson Six. It makes it easier to 
sell the Light Six. 

Set Both Cars on Show-Room Floor. 

Dealers will find that to have both the 54 
and the 40 on the floor of their showroom 
is the ideal arrangement. 

Already it has been reported to us not 
once, but many times that prospects who 

thought they wanted the 40, when they in- 
spected the two cars side by side decided, fin- 
ally, to purchase the 54. This not because 
of any disappointment in the 40, but simply 
for the reason that they were glad to pay 
the difference and take the car that really 
suited them the better. 

It will be found that many sales for the 
54 can be closed in this way. It is good 
business to sell the higher-priced article 
wherever possible. This is so in all lines. 
Equally so in the motor-car business. 

The large car adds $500 to the gross sales. 
And the extra net profit on the greater sale 
is interesting. 

To have both cars on the floor will also 
make it easier to sell the 40. Because atten- 
tion can be directed to the close similarity 
between them, thus adding distinction and 
pride of possession to the consideration of 
the smaller car. 

Play No Favorites. 

Because you like the 40 or the 54 or the 
closed car or roadster models, do not make 
the mistake of pushing one to the exclusion 
of others. 

We are manufacturing all types of cars; 
and all must be sold. The supply is propor- 
tioned as nearly as possible to what we con- 
sider the demand will be. To push the 40 
when the 54 is the logical sale is as poor 
merchandising as it is to do the reverse. To 
sell an open car to a prospect who has his 
heart set on the sedan or the cabriolet is to 
invite future dissatisfaction. There are 
times, of course, when the dealer must sell 
what he has rather than invite danger of 
losing a sale by delay. Yet the principle 
holds good nevertheless that to sell the 
customer what the customer wants is in 
the main the best plan. 

Therefore — 

that the Six-54 

You will find that to be able to compare 
the 54 and the 40, side by side, assists in 
making sales of both. 

Sell the customer the 54 when the circum- 
stances and the conditions show it to be the 
logical car. 

Play no favorites. Because the 40 suits 
you best is no reason why you should favor 
it to the neglect of the 54. And conversely 
if the 54 meets your personal likes it may 
yet prove to be a car that the prospect would 
not consider in comparison with the Light 

We have closed cars also to sell. Sell them. 



Be sure that you have both cars on the 
showroom floor. And see that the showroom 
is worthy of the cars. 

Keep Prospect Lists Fresh 
and Sappy 

Few dealers or salesmen now question the 
value of proper mailing lists properly han- 
dled by good letters. Yet not all dealers are 
making these lists and letters as productive 
as they could be. And as a consequence some 
have lost faith in the system. 

The fault usually is not in the method, it's 
in the way it is carried out. No machine will 
perform properly when out of repair; when 
it lacks oil, or when improperly operated. 

It is the same with the machinery of a 
mailing list. Rusty, old, worn lists are worse 
than none. Lists on which there are names 
of people who have left the city or district 
since the list was made up are a waste of 
time and postage. Even lists of prospects 
who have bought cars may be of little or no 
present value. 

There is no particular virtue in a large 
list unless it is a live one. Mere numbers 
may constitute weakness rather than 
strength. A smaller list of people who are 
real prospects is much better than a big, un- 
wieldly mass of names where hardly one in 
ten is likely to buy an automobile. 

Yet where care is used in its preparation 
and use, the bigger the list the better. Some 
Hudson dealers are past masters of the art 
of getting and using a big list. Others seem 
unable to progress beyond a few score names 
in a territory equally as promising. 

Methods of Building a Prospect List. 

There are many ways of establishing a 
good list of prospects. 

One of the best is through the medium of 
advertising. This advertising need not neces- 
sarily be national, or local newspaper adver- 
tising. It may come through what is known 
as "direct-by-mail" methods also. That is, a 
preliminary list may be made up from direct- 
ories, telephone books, court records of li- 
censes, etc. These lists may be worked with 
a series of letters and inclosed in each may 
be a return post card, or a request for the 
receiver to ask for a catalog or something of 
this sort. 

Salesmen, in their canvass, find many good 
names. Probably most of the good lists have 
been made up in this way. 

Exhibits are held at the dealer's show- 
rooms. Visiters are urged to record their 
names if they are interested. 

Lists of people who ought to own a motor- 
car are much used. These are frequently ex- 
cellent and productive lists. They require 
probably more "weeding" and "thinning" 
than others but they are like a drag-net — 
they catch pretty nearly everything. 

Owners of Hudson cars are a prolific source 
of good names. Frequently it is possible, by 
the aid of some little souvenir, or something 
of this sort, to get owners to send in lists of 
names of friends whom they think might 

(Continued on Page 3, Column 2) 

Digitized by VjOOQ IC 





Considered as First Class Matter by Every Live, 

Prosperous Hudson Dealer. 




"Ye editor" of the Triagle retains vivid 
recollections of a boyhood vacation spent on 
a farm. Along with the farmer's lads he 
was set to hoeing turnips. We got 3c a row 
— and I never knew, before or since, such 
everlastingly long rows of turnips. 

With the acute observation of alert small 
boys we very soon discovered that it made 
little difference to Billy and Jack how many 
rows Tom and Sally were covering. What 
Billy and Jack earned depended entirely on 
how many rows of turnips at 3c a row each 
had hoed. The record made by Tom and 
Sally had no effect whatever on what the 
others received. 

Dealers and salesmen who "hoe their own 
row," sell the most cars, establish the biggest 
business, make the most money, earn the 
largest discounts. It makes absolutely no 
difference to a Hudson dealer how many 
cars his competitor is selling. His discounts 
and profits are not based on the cars his 
competitor sells. 

In all business enterprises far too much 
time is spent in fretting and worrying over 
what the "other fellow" is doing. This 
costly time applied to productive work in- 
stead of detective work would bulk largely 
in results. While you may be breaking your 
neck to find out if your competitor sold two 
cars or seven last week he may be going 
right ahead "hoeing his own row" and add- 
ing several more to his sales. 

Granted that it is well to know what your 
competitor is doing. Granted that one should 
have a clear view of general conditions. 
Yet the real, actual dollars and cents value 
of much of the information thus secured 
is frequently exaggerated. 

Some business men incline to consider 
business as a general might consider a cam- 
paign. And they say that because a military 
commander must use scouts and spies, there- 
fore they must adopt the same tactics in 
the conduct of their business. The reason- 
ing is fallacious. The object of an army is 
to put the other army out of business. 
There is no other use for it. 

The fisherman who sits on the bank and 
watches the other chap whip the stream for 
hours instead of getting busy himself catches 
no fish. The farmer who spends his time 
anxiously counting the number of times his 
neighbor cultivates his corn lands in the 
poorhouse. The hunter who follows the 
other man about to see how many grouse 
he drops, eats only bacon in his own camp. 

Never mind your competitor. Don't follow 
him around trying to steal away the pros- 
pects he digs up. Do your own digging. 
Get to the prospect first. Ignore the other 
man's arguments and prices, and trading 
propositions and advertising. Sell your own 
car. Talk your own line. Utilize your own 
time. Mind your own business. 



Inclosed with the Tbiangle of current is- 
sues will be found several blanks which are 
to be used for the purpose of securing a list 
of names of prospects who expect to attend 
prominent automobile shows. 

We request that dealers, especially in the 
near vicinity of the cities where the big 

shows are to be held, to use these lists to 
secure as many names as possible of pros- 
pects or residents of their locality who pro- 
pose visiting the show. These should be sent 
to us just as soon as possible. A further 
supply of lists may be had if desired but it 
will not be necessary, however, to send them 
if the dealers will simply make up a list of 
prospects on an ordinary letter head after 
the blank is exhausted. 

We will send to each one of these persons 
an invitation to attend the Hudson exhibit 
at the show and in other ways will assist the 
dealer to close orders. 


In the long run the decent, sane, average 
man wins out. 

Clean living insures a clear head, a sound 
body, an easy conscience, and every other 
good thing. Even so unobjectionable a habit 
as sitting up too late at night will reduce a 
man's record to mediocrity. And if to the 
merely late hours he adds booze fighting, 
over eating, too much smoking, and other in- 
jurious practices he will inevitably skid to 

This is no highly moral preaching. "Be 
clean but not too clean" was well said. A 
bunch of "sissies" has little place in modern 

Yet looked at purely and solely from the 
standpoint of fitness, the sound mind — as the 
old Romans said — is found in the sound body. 
Athletic men know this. The foot-ball cap- 
tain watches his team like a hawk. The base- 
ball manager frowns on the mildest liquor. 
Both know it spells defeat if his men "lose 
their training." 

Yet men who are their own team, who are 
far more interested in keeping fit than is a 
man in a foot-ball game, will dope themselves 
to mental sluggishness with too much liquor, 
too much smoke, too much food, late hours, 
and other insanities, and then wonder why 
they can't sell cars! 

To such men — if there be any such in the 
Hudson organization — we say: "Forget the 
morals of it, forget the religion of it, forget 
the decency of it, if you like; but solely for 
the sake of your selling average, for the sake 
of your pocketbook, for the sake of your 
record as a salesman — live the clean, regular, 
decent life of the man who wins, and YOU'LL 

The Weight of the Six-40. 

In order to avoid misunderstanding, it 
may be well to make a little explanation in 
reference to the weight of the Six-40, as 
stated in advertisements and other litera- 

The first printed matter put out about 
the car stated the weight at 2940 pounds. 
Dealers will readily understand and appre- 
ciate that the car as weighed was the ex- 
perimental car and that, as in all cases of 
this kind, it was absolutely impossible to 
state to a pound just what the standard car 
would weigh. Estimating some alterations 
that were made in the car, we figured that 
it would come very close to 2940 pounds, 
and this was the weight that was inserted 
in the Triangle supplement and other ad- 
vertising matter. 

After the standard cars began to be 
shipped, we submitted them to the regular 
railroad test for shipping weight. A num- 
ber of cars were taken and weighed by the 
railroad officials and were then averaged — 
the average official weight being set by the 
railroad at 2980 pounds. 

It will be understood by dealers and others 
familiar with motor cars that hardly any 
two cars run absolutely identical in weight. 
We congratulate ourselves that the differ- 
ence between our model or experimental car 
and the standard shipping weight accepted 
by the railroad is so slight. 


The C. R. Radcliffe Co., of Bronx and Mount 
Vernon, Greater New York, are enthusiastic 
users of selling-by-ma!l literature. A recent 
successful letter used by them pulled a lot of 
interested inquiries. 

From R. Marshall, of the Fulton Auto Supply 
Co., of Atlanta, Ga., comes a clever little report 
of the trip of a Mr. Scarborough, of New York, 
who passed through Atlanta on his way to San 
Francisco. He was driving a little "33." From 
New York to Atlanta was made in seven days. 
Mr. Scarborough stopped over in Columbia, S. C, 
to win a race. Had not had a puncture since 
leaving New York. Neither Hudson Six-54's 
nor "33's" seem to find it at all difficult to make 
a trans-continental tour. 

Levy Hermanos. Hudson distributor in Manila, 
P. I., recently received a shipment of three cars, 
all of which were sold and delivered within one 
day after arrival. 

Legare Gadbois Automobile Co., distributors 
for the Hudson in Montreal, Canada, opened 
their new showrooms and service department at 
180 Amherst street with a very striking pro- 
gram and display, on November 29th. The pub- 
lic thronged to the handsome new premises 
during the hours of 2 :30 to 10 o'clock P. M. 

When H. H. Dillon, of Lincoln, Nebraska, was 
at the factory a few days ago he told us of a 
remarkable trip being made by one of his own- 
ers, Mr. R. S. Ruddenberg. The tour was fig- 
ured to last a year and at date of last hearing 
from the party the speedometer recorded 6,400 
miles, and the car was at Santa Barbara, Cal. 
One puncture in 3,300 miles was one of the in- 
teresting records set. Mr. Ruddenberg had 
many good words to say of the character of 
Hudson service which he was favored with by 
all Hudson dealers en route. He says It's easy 
touring with a Hudson on this account 

From the Rancher's Manufacturing Co., of 
Pomona, Cal.. we learn that a 1914 Six-54 was 
recently driven from Pomona, Cal., to Phoenix, 
Arizona, over roads that were simply indescrib- 
able, and that not the slightest difficultv of any 
kind was experienced. The remarkable thing 
in this connection was that the car was a new 
one, having been driven only about 200 miles 
before making this strenuous trip. A four-cvlin- 
der car of well-known make, that attempted the 
trip, came through with the greatest of difficultv 
and in bad shape. 

Interest in the Hudson Six-40 is so great 
that dealer after dealer is making a pilgrimage 
to the factory to hasten delivery on the orders 
he has on file. Among the more recent visitors 
were C. H. McMahon of the State Center Auto 
Company who can't deliver fast enough in State 
Center, la. ; John G. Howes of the Nemasket 
Auto Company who dispense Hudsons in Mid- 
dleboro. Mass. ; F. S. Suthergreen of the Welch 
& Suthergreen Company from Worcester, near- 
by, and Leo L. Legare of Quebec who has to 
sell them plus the duty and yet can't get enough. 

The list of late arrivals also includes E. A. 
Titchener and W. McLellan of the United Motor 
Company in thriving Regina, Sask. ; Geo. A. 
Stekiter of the Grand Rapids Overland Com- 
pany, doing business in Michigan's famous fur- 
niture city, and last but not least, "Akron" 
Jones from the State of Ohio, who brought with 
him a prospective purchaser of two Cabriolets. 
(Yes, of course, his name is on the dotted line 

Since the Hudson Six-40 was announced 
early in November, it Is becoming more and 
more the fashion for dealers to dispose of their 
other interests and secure contracts to sell 
Hudsons exclusively. The latest additions to 
this honor roll are J. H. Greenwald of Cleve- 
land, Ohio, and Guy L. Smith of Omaha, Nebr. 

A North-of-Holland business man recently 
sent his son, T. K. Geertsema of Groningen, 
Holland, to America on a pleasure trip with the 
idea that his son might engage in the hardware 
business here a little later. His son visited the 
HUDSON factory and after seeing the "54" and 
"40," said he wanted to sell automobiles instead 
of pumps, barb-wire fences, etc. Warning to the 
Paris office: Do not let fond fathers or am- 
bitious sons see any Hudsons unless you are 
ready to sign them up as representatives. 

Back in the days when the Hudson "20" 
was new, Chas B. Dunham and wife of Oakland, 
Cal., were proud to drive one. They are warm, 
personal friends of H. O. Harrison of the "Ex- 
position City" but since then they were inveigled 
by a wily salesman for a rival car into the pur- 
chase of another make. The result is obvious: 
they are again prospects for the Hudson. 
They called at the factory one day last week to 
see whether they like the "54" or the 4 '40" bet- 
ter. Their letter of introduction was signed by 
R. C. Greth, Sales Manager for the H. O. Har- 
rison Company, whom, we do not hesitate to 
state, will soon have another sale to his credit. 

Digitized by 



The Year of the Six-Cylinder 

The great annual automobile shows have invariably been character- 
ized by some dominant feature. 

One year the fore-door was brought out. Another year the self-starter 
proved the supreme attraction. 

This year promises to go down in history as "The Year of the Six- 

True there have been six-cylinder motors 
for some years. But only with this year 
does six-cylinder design and production at- 
tain a position where it becomes dominant. 
It may surprise some to learn that there 
will be very few four-cylinder cars on exhibi- 
tion at the big shows this year. With 37 out 
of 42 leading American makers featuring the 
six as their best car, and 14 making sixes 
exclusively, there seems little chance for the 
disappearing fours to attract much attention. 

Hudson Sixes Created Wild Demand. 

The compass was known in China centur- 
ies before it was "discovered" in Europe. 
Gunpowder is far older than the modern ex- 
plosive. Printing from movable type had 
been used centuries before Gutenberg pro- 
duced the first European book. 

So the six-cylinder motor car was known 
experimentally before the Hudson Sixes 
solved the final problems and pulled down the 
price. This enabled the world to enjoy at a 
reasonable figure the advantages that always 
were known to be possible. 

Simplicity always is attained through com- 
plexity. The first automobiles were compli- 
cated, cumbrous, extravagant. Little by little 
engineers perfected each detail. Not until 
1913 did they know, perfectly and economic- 
ally, how to design a six-cylinder motor that 
would produce results that long had been 
the goal of engineers. There were sixes in 
plenty, but they were sixes made merely by 
adding two cylinders to a four. They did 
not appeal to the mass of the motoring pub- 
lic. They were bought only by a few, and 
were manufactured in neglible numbers. 

It remained for Hudson engineers to pro- 
duce a six-cylinder motor that is as light, 
or lighter, than a four of equivalent power; 
that solves the problems of timing and 
torque; that overcomes the defects in car- 
buretion; that is produced with no more 
weight of metal and no more work of 
machining than the less efficient fours. 

Instantly other makers seized on the ideas 
worked out by the Hudson engineers. Six- 
cylinder cars were announced one after the 
other until 37 out of 42 leading makers are 
now producing sixes. And new names are 
being added daily. 

Thus "The Year of the Six" was born. 
Hundreds of thousands of this-year buyers 
of motor cars at a price of $1,000 and over 
are passing the fours by and selecting in- 
stead the smooth, flexible, powerful, econom- 
ical six. No man who has $1,500 or over to 
expend on his car dreams of taking anything 
but a high-class six. When the Hudson 
Light Six, of 123-inch wheel-base, developing 
47 horse power, and seating six people in 
comfort and ease, can be had at $1,750, it 
would be absurd to continue the manufacture 
of old-style fours except for the low-price 

"Making Hay While the Sun Shines." 

Nineteen-fourteen is our golden oppor- 
tunity. We have correctly forecast the con- 
ditions that exist. No other car enjoys the 
position we occupy. 

Hudson cars supply types that are in de- 
mand by hundreds of thousands. 

The Hudson Six-54 is the equal of any car 
made for beauty, utility, and invested value. 
No car surpasses it in mechanical efficiency. 
Many think it stands alone in this respect. 
Without costly frippery or non-essentials it 
satisfies every desire in beauty, gracefulness 
and finish, consistent with the purpose for 
which a motor car is built. 

The Six-40 is an ideal six. It meets the 
wishes of the man who wants a high grade 
car of moderate size. And it is purchase- 
able by the buyer who wants to keep his 
purchasing price within $2,000. A market 
of almost unlimited extent is included in 
these two classes of buyers. 

This, then, is our great opportunity. We 
have practically no competition. Go over 
the list of cars that will be at the shows 
and you will find that no car but the Hudson 
meets the nation-wide demand. Some are 
too heavy and cumbrous, some are too high 
priced, some are poorly finished, some have 
old-style body design, some are produced by 
makers whose footing in the mercantile 
world is insecure, some are artificially priced, 
some are merely experiments for the public 
to try at its own risk and expense. 

The Hudson Six-54 and the Hudson Six-40 
are right in design, right in price, backed 
by one of the strongest manufacturers in 
the world, built to suit the real needs of the 

In this year of the six-cylinder we have 
the golden year of the Hudson. We have 
had good years before. But this promises 
to be the record-breaker. 

Concerted effort on the part of every Hud- 
son representative will help along the idea 
of "The Year of the Six-Cylinder." Empha- 
size it wherever possible. Talk it to your 
newspaper friends. Get the slogan into the 
heads of the public. Make them realize that 
the SIX is the thing. There need be no 
fear but that the Hudson will get its share 
of the business. 

The method is fairly expensive in the case 
of a big list, but it pays in the weeding of the 

The scrutinizing of a list by degrees, giving 
careful consideration to each individual 
name, preferably at a general meeting where 
all salesmen and others in the organization 
are present, is an excellent idea used by 
many dealers. A few names may be gone 
over each morning. If necessary, salesmen 
may be assigned to see some persons whose 
names are in doubt. It is well worth while 
to criticize lists closely in this way. 

Frank Botterill's Six-40 Stunt 

District Manager Fulton, while at the fac- 
tory recently, brought a photograph and in- 
formation about a good little stunt used by 
Frank Botterill, the hustling Hudson dealer 
at Salt Lake City. 

Mr. Botterill, on receiving advice that his 
Six-40 had been shipped, got out a window 
sign, which is illustrated herewith. 

Keep Prospect Lists Fresh and Sappy 

(Continued from Page 1, Column 3) 

be interested in the Hudson Six. These 
names call for care to avoid duplication but 
they are good and active. Of course in this 
case every prospect is placed on a salesmen's 
personal calling list. 

As a matter of fact every name on the en- 
tire list should have received a personal call, 
if this plan is at all possible. This adds im- 
mensely to the value of future letters. The 
prospect feels as if he were better acquainted 
than if the salesman had not, personally, 

How Long Will a Good List Wear? 

A well selected list has long life. It will 
not do to cut names off merely because re- 
plies have not been received. Just when 
least expected an order may be induced. 
Cases are known where prospects have not 
been turned into buyers until they had re- 
ceived as high as a hundred weekly letters. 

Do not, therefore, hastily cut names off a 
list that has been carefully prepared. Scruti- 
nize it frequently but hesitate to drop a name 
merely because it has not proved responsive. 
If the man is still in the community, and 
especially if his ownership, or lack of owner- 
ship of a car has not altered, keep after him. 
You never can tell the effect the regular let- 
ters are having. 

"How long do you send sales letters to your 
sealskin prospects?" a mail-order dealer in 
ladies' sealskin coats was asked. "They 
either buy or die," was the response. 

Yet it is well, at times, to send a letter 
that will call for a reply to certain lists of 
questions, the fewer the questions the better 
the results. This is commonly handled by a 
request printed on regular, stamped postal 
cards. Or a stamped envelope is enclosed. 

He then arranged with railroad routing 
clerks to have a telegram sent to him from 
every point along the line at which the car 
was checked. These telegrams he pasted at 
the bottom of the window sign, one being 
seen immediately underneath the photograph 
of the Six-40. In this way, information was 
conveyed through the show window display 
of the location of the demonstrator car en- 
route. As the car began to near Salt Lake 
City, the interest grew intense. On the date 
of its arrival the regular "Six-40 Now Here" 
sign was used, and also the advertisement in 
the newspapers. Mr. Botterill reports his 
little device as being most satisfactory, both 
in arousing intense interest and also in se- 
curing names on the "dotted line." 

It is hard nowadays to be original but Mr. 
Botterill deserves a medal for something that 
is really new, as far as we know, in this con- 

Triangle Letters Bring Sales 

Dealers who are not now doing so should 
take a leaf out of the experience of the E. B. 
Lyon Motor Car Company, who are making a 
record for Hudson sales in North and South 
Carolina. Business in this territory has been 
increased several hundred per cent. The Lvon 
Company state that this Increase is largely "due 
to their persistent use of the weekly Triangle 
letter. They never let up, and the proof of the 
value of the letters is that they find at least 
ninety per cent of their sales is to prospects 
who have been on this mailing list for several 
months. Prospects read these letters and be- 
come convinced more readily, almost, than by 
the talk of a salesman. The Lyon Company 
state that they usually find their prospects more 
than fifty per cent sold by the time their rep- 
resentative makes his first call. This is cheer- 
ing news for persistent users of the Triangle 
letter. It is "Bread cast upon the waters." No 
man knows when its returns are going to come 

Let your prospect do a lot of the talking. 
It helps you to get his ideas. 

Develop your prospect's mental attitude 
before you try to sell him. You may start 
out on exactly the wrong tack and waste a 
lot of time on points where he already is 

Digitized by 



&he Salesmen's Page 

When, How, What and When 


Memphis Motor Car Co., Memphis, Tenn. 

This title is the formula for selling Hudson 
cars. To enlarge briefly but thoroughly: 

(1) WHEN. The "When" to talk to your 
prospect. Study your man and his habits, 
hobbies, likes and 
dislikes. The 
moments to 
approach are 
numerous. Pick 
just one and be 

(2) HOW. The 
"How" to talk to 
your prospect. 
Again study your 
man and play 
according to what 
appeals to him. 
C. E. Faulhaber Every man has 

Memphis Motor Car Co. hlg we ak point. 

Memphis Tenn. Find u ftnd uge u 

(3) WHAT. The "What" to say is the 
least important of the four adverbs. Tell 
him what you know — not all at once, but in- 
form your prospect thoroughly on what you 
take his money for. 

(4) WHEN. The "When" to stop talk- 
ing. The most important part of the form- 
ula. More sales are never made, or lost, 
when really made, by not knowing when. 
Be not afraid to ask for the signature where 
you know it will do the most good. Then— 
shut up. Answer if questioned, but do not 
dilate. You can say too much easier than 
saying too little. Natural desire, ambition 
and energy make that possible. 

And when he has signed — "Get the money." 
The last three words constitute the reason of 
your being there. 

Proving the Six the Best Car 


The Motonnart/.Youngatown, O. 

First of all, the salesman should know that 
if he is not sincere in what he is selling, he 
might as well quit. The buyer must know 
that you believe everything you tell him, or 
it is a waste of time. 

With our Six-40, we will get into compe- 
tition with 4-cylinder cars, more than with 
6's. The man who sells the 4-cylinder car, 
is telling the prospective buyer, that the 6 
is all right, but you have just two more cy- 
linders to look after, and two more cylinders 
to fill up with gas, 
which, "of course," he 
says, "means more gaso- 

To make a nice little 

example of this, and to 

spoil his argument, we 

•a m will take two engines, 

^k H ■ one a 6 ' and one a 4 ' 

*^r fl P and we will say that 

they are both about 
twelve horse-power. The 
^^^^^^^ 4-cylinder, in order to 
/# ^11 develop twelve horse- 
power has, we will say, 
^* r i/ erkini a 3x3 motor, but the 

Y^££aL * ix t0 develop th f same 
1 ' horse-power, would only 

require a 2 x 3 motor. 

Now to make the argument more simple, 
we will say that the cylinders hold so many 
square inches, instead of cubic inches, and 
you know that you can get as much gas in 

the cylinder as the cylinder has room to 
hold. (A gallon can will hold a gallon.) 

Therefore, you could only get nine 
"square" inches of gas, in the 3x3 cylinder. 
Multiply that by 4, and we use 36 "square" 
inches of gas to fill up and fire each of these 
four cylinders once. 

Now, then, carry out the 2x3 cylinder, the 
same way, and we find that each one of the 
cylinders will hold 6 "square" inches of gas. 
Multiply that by your 6 cylinders, and we 
have used the same amount of gas, to fill and 
fire all of these 6 cylinders once, as we use 
to fill and fire the 4 cylinders once. 

Now, then, he might ask, "Have these en- 
gines the same horse-power?" Apply your 
little rule, which is not quite accurate, but 
which you can prove on nine cars out of ten, 
and which, at least, is as fair for one car 
as for the other. Multiply the stroke by the 
bore, divide by 3, multiply that by the num- 
ber of cylinders, and you will find that they 
are both approximately twelve horse-power 

I have found from actual experience that 
this does away with future argument, because 
a ride for a half block shows him which is 
the smoother of the two. After arguing 
this with a little paper and pencil, it gener- 
ally puts a stop to the other fellow's argu- 
ment. He cannot beat it, and there is no 
offset in the world that the prospective buyer 
can put up against it, because figures don't 

Now we come at him again, — come at him 
strong this time, — just for the sake of an 
argument, suppose that your figures are 
wrong (understand that they are not wrong). 
You ask the prospect to just imagine that 
this is wrong, for the sake of an argument. 
Then we will say, to make our argument, 
that the 6 is more expensive than the 4, be- 
cause it will use more gasoline and oil. Then 
can he afford to buy a 4? No, he can't, even 
then. Because he, like everybody else, is 
figuring on that car to last him two to three 
years, then he will trade it in, and get a new 
car. Now the greatest expense he has to 
figure on is the depreciation, and we all know 
that the demand for anything is what causes 
the price of it. 

Can you get as much today, from the aver- 
age buyer, for a good 2-cylinder car, as you 
could for a poor 4-cylinder? The answer, of 
course, is, you can't. The 2 is out of style, 
and nobody wants them. The 4 is going to 
be out of style, is going out even faster than 
the 2 went out, which statement you can 
prove by the table on page five of the an- 
nouncement of the Hudson Six-40. 

One of the first questions second-hand buy- 
ers now ask is, "Has this car a self-starter?" 
If it has, it is the car they buy, even if the 
starter isn't worth the powder to blow it to 
"Kingdom Come." 

In a couple of years we will sell the 6, 
under the same conditions. In other words, 
we will sell it, because it is a 6, and this man 
wants a 6, because Mr. Jones, Mr. Brown, Mr. 
Smith, all own 6's. Like everybody else that 
ever drove a 6, they would not drive a 4, 
even if the consumption of oil and gasoline 
was twice as great. 

Now, if these conditions exist a year or 
two hence, which they are sure to do, you 
can allow a man at that, anywhere from one 
hundred dollars to two hundred more for a 
6-cy Under car than you . could for a 4, for 
the simple reason that you can get tnat much 
more for it, because it is the car that is in 

Try these two arguments on your prospect 
and if you don't get some answer out of it, 
get a job selling gold dollars at ninety cents 
apiece and perhaps you will succeed at that. 

Personality of Salesman 
Strongest Factor 

Brooklyn Branch of the A. Elliott Ranney Co. 

My experience in the sale of automobiles, 
and this, of course, applies as a general sales 
proposition, convinces me more than ever 
that the strongest factor towards getting the 
much sough t-f or "John Hancock" of the pur- 
chaser on the famous 
"dotted line" lies in the 
salesman and his ability 
to "get under the skin" 
of the prospect. 

I believe if your state- 
ments are made sin- 
cerely and honestly the 
customer will feel that 
your remuneration or 
profit on the sale of a 
car to him is a second 
consideration, that your 
product is the best pos- 
sible buy for him, best 
adapted to his require- 
ments, and that he 
should have sufficient 
confidence in you to counsel him in his 

I try to assure him of my PERSONAL IN- 
TEREST in his car after he takes delivery 
of it and the care it receives then. 

In fact, I believe in presenting the argu- 
ment of PERSONAL INTEREST so strongly 
that, for the time, he forgets the car itself, 
but when all is said and done, he has really 
appointed ME his purchasing agent, and then 
— well — the answer is a cinch — HUDSON. 

I believe salesmen in the BIG FAMILY 
will find this suggestion valuable if presented 
"with a wallop." 

ot uic t\. cmmxi rvauncy \jo. 

Swamped With Ideas ! 

It is dintinctly gratifying to note the flood 
of ideas that are pouring into the Triangle 
office. It proves to us what we have always 
believed — that the Hudson salesmen are the 
most alert, snappiest, brainiest lot of motor- 
car hustlers in the country. 

And there are some great ideas in the lot. 
Clever little stunts for getting the prospect's 
name on the dotted line. Unique plans for 
securing interest. Methods of showing a 
man that he is foolish to buy a four when 
such Sixes as the Hudson can be had at 
prices no higher. 

Yet we still are not satisfied. We want 
an idea from every salesman who is pushing 
the Hudson. Remember that brown paper 
and lead pencil go if you haven't a type- 
writer. And we will edit all you write, if 
it seems to need anything, and it will be 
in good shape and read nicely. Just as 
nicely as these ideas on this page. 

All who haven't yet mailed their ideas, 
AND THEIR PHOTOS, please do so. As far 
as possible articles will be published in the 
order of their receipt. Sometimes an article 
does not fit a certain space; and sometimes 
the photo does not come in time to publish 
in the exact order of receipt. But as nearly 
as we can your idea will appear in the order 
it reaches us. 

Old style Sixes were costly because they 
were big and very powerful — not because 
they had six cylinders instead of four. Fours 
of equal size and power were more costly 
than the Sixes. Today Sixes are lighter and 
burn less gasoline than Fours of equal power 
and hence the world is buying Sixes instead 
of Fours. 

Digitized by 






A Happy Christmas and a Prosperous New 
Year to all Hudson Representatives 

The Result— January 1, 1914— All Winners! Reserve YOUR Seat for 1915. 

OUR Christmas and New Year's greeting and illus- 
tration may excite a laugh. And that's all right. 
But it isn't ALL fun, nevertheless. Beneath the 
humor of the cartoonist is a serious message. A 
message that we want to impress upon all Hudson dealers 
and salesmen. 

The "water-wagon" is typical of New Year's resolu- 
tions. It is understood to stand for "New Hopes, New 
Aims and New Ambitions." It often marks the turning- 
point in a man's personal and business life. It stands for 
a fresh start, and a new and better plan. 

Last year many new dealers climbed aboard the 
Hudson "wagon." Some old dealers, who had not been 
as successful as they might have been in 1912, planned a 
broader effort in 1913. We helped them as far as we 

could — and as far as they would let us— during 1913* 
Some accepted our assista n ce gratefully. A few, with 
the natural impulse common to us all, ignored or depre- 
ciated our sincere wish to co-operate. 

This year's "dinner table" typifies the result of the 
year's business for dealers who stuck to HUDSON plans 
and HUDSON policies. You may smile — but there is 
SOUND COMMON SENSE beneath the humorous vehicle 
that carries the message. For those dealers who went 
whole-heartedly and energetically into partnership with 
the HUDSON company, there has been the "cream of 
the trade," the "prosperity pudding," the "satisfaction 
soup," and the "melon" of divided profits. 

NOW for 1914! 

Who will sit at the table NEXT YEAR? 

Digitized by VjUUV LC 




"TH* HUDSON MOTOR CAB CO., Publishes*. 

Considered as First Class Matter by Every Live, 

Prosperous Hudson Dealer. 




Before another issue of the Triangle 
reaches you, 1913 will have passed into his- 
tory. 1914, with all its possibilities and 
opportunities, will be here. 

It is worth while to give just a moment's 
thought to the question — "What does 1914 
hold for ME?" 

A year ago you asked yourself the same 
question. How has it worked out? Have 
you followed the resolutions then laid down? 
Have you lived up to the principles then de- 
cided upon. Have you stuck to the policies 
you knew would win? 

Practically all Hudson dealers close 1913 
with a snug profit. A few have "broken 
even." A small minority have lost money. 
One or two have gone flown and out. 

And in each and every case the reason is 
not far to seek. It is no secret. It is as 
common as daylight and as sure as darkness. 

In the ranks of the winners are found 
dealers who progress, who think, who study, 
who learn from others, who keep step with 
the factory. The losers number among 
them the careless, the indifferent, the dis- 
honest, the scheming, the "know-it-alls," the 
men who are secretive, prejudiced, distrust- 
ful, obstinate. 

Whether or not an individual dealer fol- 
lows Hudson policies and profits by Hudson 
experience matters very little to the Hudson 
Company and to other Hudson dealers. r The 
Hudson Motor Car Company, and dealers, 
constitute a great, strong, powerful unit that 
is sweeping on to certain dominance in the 
motor-car industry. One clog more or less 
has no effect on the final result. 

But it DOES matter very decidedly to the 
DEALER whether he is one to profit by 
membership In the Big Hudson Family, or 
whether he kills his own chances by his 
own actions. To join the winning crowd is 
a sure route to the success that comes pro- 
portionately to all who are identified with 
it. To hold back, to insist on an individual 
policy, to refuse to play the game as the 
others play it, is to be cut out from participa- 
tion in the triumph. 

For 1914, then, is proposed a plan, a re- 
solve, a "new leaf," that won in 1913, and 
that will win again the coming year. Only 
a limited number can share in the rewards. 
Yet, there still is room for more, and there 
Is infinite room for IMPROVEMENT among 
those who are now in the Family. 

For 1914— "Play the HUDSON game in the 
HUDSON way, and you and the HUDSON 
will win together." 


"You are always pounding on 'factory 
policies/ said a dealer. *What are they?'" 

Factory policies are the result of the ex- 
perience of the factory itself, combined with 
an Innumerable number of experiments, 
tests, successes and failures of all its dealers 
spread over a period of years. 

They are not infallible. They are elastic. 
They are living, growing principles; not 
hide-bound, dead rules or traditions. 

The policy of the factory today, suited to 
today's conditions, may be totally unfit for 
use tomorrow, when tomorrow's problems 
confront us. It is our aim to so trim our 
sails as to take advantage of a wind from 

^very quarter, and to- drive the ship towards 
the port of success under all conditions of 
storm and sunshine. 

To say what our policy will be a year 
hence is as impossible as to say what the 
price of corn will be next harvest. We can 
approximate both, we can lay down general 
principles, but absolute knowledge on either 
is dependent on circumstances beyond hu- 
man control. 

Yet, after all the policy of the factory is 
simple. It is to produce the motor-car most 
suited to the needs of the time, at a price 
within reach of the largest number of repre- 
sentative motor-car buyers, to advertise 
judiciously, to follow efficient merchandising 
methods, to deliver a car as advertised, and 
to give the buyer such continuous satisfac- 
tion that he will become a permanent Hud- 
son owner and a constant Hudson booster. 
It is to secure in every distributing center a 
dealer and the best dealer in that center. To 
show him how other Hudson dealers have 
made money, and to aid and assist him to 
do the same. To educate him — if needs be — 
to the selling plans approved and developed 
by years of experience of others who have 
won success. To make money for Hudson 
stockholders by first making money for Hud- 
son dealers. 

Specifically, it is the Hudson policy to tell 
the truth about the car; to avoid "knocking" 
our competitors; to treat a man as a gentle- 
man until ne proves himself otherwise; to 
show the profit in a clean salesroom and 
clean show-windows; to be frank and out- 
spoken in both criticism and approval; to 
establish a partnership of interest between 
factory and dealer to the intent that both 
may profit; to tell through the Triangle, 
which is the mouthpiece of the factory, prac- 
tical ways of selling Hudson cars and estab- 
lishing the Hudson business. 

The Hudson policy contemplates that Its 
dealers shall be alert, observant, up-to-date. 
That they shall bear in mind that if the 
company makes a suggestion or a request 
there is good reason for it. That it is Im- 
portant that the factory should have exact 
knowledge of all conditions in all parts of 
the country in order to serve each. It ex- 
pects dealers to be big enough and broad 
enough to understand something of the 
enormous financial and labor problems en- 
countered in the planning and manufacture 
of several thousand modern motor-oars. Some 
dealers seem never able to understand that 
the manufacture and shipment 6t motor-cars 
presents bigger problems than the filling of 
an order for so many pounds of sugar. It 
is the policy of the Hudson Company to 
weed out dealers of this class and supply 
their places with normal business men. 

These, briefly and imperfectly, are some 
hints on Hudson policies. In the Triangle 
and in advertising and sales department let- 
ters are found definite details of Other lines 
of thought and effort. 


The Hudson space at the New York show is 
A-16, and at the Chicago show, D-3. 

Reports from District Manager Draper and 
Distributor Gamble indicate that the Hudson 
was "the whole thing" at the Toledo show. In 
spite of the fact that show visitors include a 
large percentage who are little interested in 
buying, Mr. Gamble says he secured about 100 
good names. 

Iowa dealers say that farmers of that state 
have $429,000,000 from their. 1913 crops. This 
is $37,000,000 more than for the previous year. 
It also surpasses every record on the books of 
the government crop experts. Any man who 
goes to Iowa with the pessimist's wail is in 
danger of being pitched into the river. Iowa 
motor-car buyers and Iowa Hudson dealers 
smile when they say : "I should worry !" 

Rodgers and Company, the Hudson hustlers 
at Knoxville, Tenn., report an owner of a 54 
who drove 235 miles on 18 gallons of gasoline. 
This Is something better than 13 miles to the 
gallon. Not a marvelous record, but for the 
distance a remarkable exhibition of what the 
54 will do. 

"Santa Claus is Coming in a New Hudson 
Light Six — His Car is New in our Salesroom — 
$1750." That is the whole ad. as sent from 
the office of the Gordon Motor Company, of 
Richmond, Va. And the ad. was 10 inches by 
3 cols. Of course it wouldn't do for steady diet, 
but it shows the enterprise and ingenuity of the 
F. F. V.'s nevertheless. 

When you know the dates of the automobile 
show in your town, write the Advertising De- 
partment at once for supplies of catalgos, book- 
lets, blanks, newspaper publicity stories and 
other matter. Don't leave it till the last min- 
ute. We have some mighty interesting and at- 
tractive stuff this year. Use it to the limit. We 
will send you all you can use. 

Shackleford — the Florida hustler — is at it 
again. Here is his latest twin stories — accom- 
panied by his usual affidavit. If you know 
Shackleford you know he couldn't tell anything 
but the truth if he tried. These are authentic 
though you might not believe it possible. Mr. 
E. G. Sewal went home the other night, left his 
Hudson in the garage, thinking he had turned 
the switch. Next morning motor still running 
merrily. Engine ran from 6 P. M. till 7 :30 
A. M. and was as cool as a cucumber when 
the owner noticed it in the morning. 

This Is Shackleford's No. 2 for this week. 
Judge Sanders has run a Hudson 7,000 miles, 
time 8 months. Never had a puncture, never 
has had a spark plug out, hasn't spent ONE 
CENT for repairs. If anyone doubts this we 
will furnish sworn affidavit. 

From the Hudson -Jones Automobile Com- 
pany, of Des Moines, Iowa, successors to The 
Moyer Automobile Company, has been received 
a handsome engraved announcement of the 
change of business name. 

We compliment the Hudson- Jones people on 
their taste and energy In getting out such an 
attractive announcement. This is the sort of 
thing that helps to impress upon the public the 
fact that the Hudson is a high class proposition. 

OUDSON Headquarters at the New 
n York Show will be at the Hotel 
Biltmore, 45th and Madison Streets, 
about three blocks from the Grand 
Central Palace. 

Important. — Dealers will please mail us AT ONCE a list of names of 
members of their organization who will attend the New York show. Please 
address Hudson Motor Car Co., Hotel Biltmore, New York City. 

Digitized by 



Lengthwise or Crosswise 

E. V. Rippingille of the Hudson Engineer- 
ing Department rises to remark that he 
thinks the Triangle ornament on the radiator 
cap should be placed lengthwise of the car 
instead of crosswise. 

As a matter of fact, what Mr. Rippingille 
really said was that the Triangle should be 
placed "longitudinally" instead of "trans- 
versely." These jaw-breakers, however, pros- 
trated the Triangle man to such an extent 
that he hesitates to pass them on to the 
innocent bystander readers of the Triangle. 
We have, therefore, translated them into the 
common, or garden, words of lengthwise and 
crosswise. Not very many have "Ripp's" 
ability to speak with this strong Engineering 

Mr. Rippingille has many arguments in 
favor of his position for the nickel Triangle 
ornament. He claims that the name plate 
on the front of the radiator is sufficient for 
those who are facing the car, or approaching 
it, and that the Triangle should be placed 
lengthwise of the hood so that those who 
are passing the car can see the ornament 
more distinctly. 

On the other hand, it is contended by 
others at the factory that the crosswise posi- 
tion is most striking because people have 
become accustomed to name plates on radia- 
tors and do not pay so much attention to 
them as they do to the brightly shining 
nickel Triangle which confronts them when 
their headlights shine upon it. 

It would be interesting to know how this 
appeals to readers of the Triangle. Will 
everyone who reads this, kindly drop us a 
post card or scribble a note voting for the 
lengthwise or crosswise position so that we 
may get an expression of opinion upon it. 
It really is not of a great deal of importance 
and owners will, of course, follow their per- 
sonal inclination. Merely as an item of in- 
terest, however, we would like to hear what 
the Hudson Family thinks about it. 

A Record Better Left Alone 

District Manager H. J. Fulton brings to us 
the following story which Frank Mahoney, 
Hudson dealer at Regina, Sask., told to him 
a few days ago. The Tecord is a remarkable 
one, but our only recommendation would be 
that other Hudson owners and dealers should 
leave it severely alone. It is not one that 
we care to have copied. 

Mahoney says that in the spring of 1912 
a Hudson "33" was sold to a resident of 
Regina. The usual instructions and requests 
were given in reference to service. The 
owner was asked to bring his car in frequent- 
ly, but after driving the car for a few months 
when he was asked to do this he demurred, 
saving that the car ran so well that he was 
not going to have anyone touch it He 
said it was like a watch, when you began to 
clean a watch it did not keep time, and he 
preferred to leave the car alone. 

He did not bring it in but drove it for two 
seasons, a total of about 15,000 miles. Finally 
he brought it to the garage to have it looked 
over although he said there was nothing the 
matter with it. 

One of the curious things discovered by 
Mr. Mahoney was that the owner had not 
put any grease in the differential housing 
during his two years of driving. He said he 
supposed oil and grease would run down 
the propeller shaft from the transmission 
case sufficiently to oil the gears. When the 
housing was removed not a particle of grease 
was found. The car had run over 14,000 miles 
and it was as dry as a bone, yet only one 
tooth in the ring gear was broken. Other- 
wise, the condition of the gears as well as 
the condition of the entire rear axle system 
was apparently perfect. 

The Profanity Habit 

Thoughts Inspired by New Year's Day 

In the free and easy west a man will meet 
an old chum, grasp him by the hand and say: 

"You !" 

It is a term of almost affection. In another 
part of the country such a remark might pro- 
voke a murder. Which vividly illustrates 
the fact that profanity is nothing more than 
a habit, and is devoid of any real immoral 
or irreligious intent. It is all in the way in 
which it is said. 

Yet, after all, we all swear too much. It 

pent up wrath, and does not injure the car. 
But to use the same expression out in the 
spick-and-span salesroom, when a lady is in- 
specting a car would not be exactly good 
form. In this case it may spoil a sale, reduce 
the dealer's profits, and drive away trade. 

In the stock room of the Louis Geyler 
Company, Hudson distributors at Chicago, 
when a young lady stenographer enters it to 
attend to some dictation or other work she 
presses a button, and drops a semaphore with 
a red light, and the signal "DANGER," which 
is notice to men of flexible tongues to say 

The Famous Geyler Semaphore and "Danger" Signal. 

gets us nowhere. It is an idle, senseless and 
sometimes very objectionable habit. Particu- 
larly is it annoying to ladies. And a man 
who uses oaths in the presence of a child is 

At the same time — not having any desire 
to attempt to reform the world — the Tri- 
angle recognizes that men are going to keep 
on swearing. It is one of those things that 
cannot be cured by legislation, or preaching. 
Some day it will be as unfashionable to swear 
as it is to get drunk. Then we all will alter 
our language to suit the standard of the 

But we would like to mildly protest against 
the abuse of the privilege. At least let us 
curb our tongues when there is a possibility 
or certainty that the practice is annoying to 
those within earshot. 

If a shop man is working on a refractory 
bolt or nut, maybe under a car, and a black 
gob of transmission oil drips in his eye, there 
is some excuse for his saying, vindictively, 
"D — n that grease!" It at least relieves his 

politely: "I beg your pardon Old Boy," and 
"May I request you to depart toward the 

tropics" instead of "D ," 

or " ," as they might otherwise, 

be tempted to express themselves. 

The accompanying photograph and 
sketches is the way a Chicago newspaper re- 
porter saw this neat little device of the 
Geyler Company. It is the invention of one 
of the men in the shop who, having girls of 
his own, took pity on the embarrassment of 
the young ladies of the Geyler organization. 

So — swear all you please when the stove 
pipe falls down, or you hit your thumb in- 
stead of the nail, or the fish refuse to bite, 
or you get a blow-out in the rain, or some 
such similar occasion. But watch your 
tongue when there are customers around; es- 
pecially ladies. 

The Hudson Motor Car Company is one of 
the half-dozen automobile companies which 
show big gains, and decided increase in sales 
and strength. 


TEN-NOTE GABRIEL HORN, nickel plated, 
cost $185. This horn is a novelty, as 
comparatively few people have ever heard 
one. Anyone can play simple airs. A good 
musician can play fifty or seventy-five dif- 
ferent selections. Or, it can be used for 
signalling purposes, using four different 
chords. Price $100, f. o. b. Quincy, 111. 
Reid Motor Company, Quincy, 111. 

ONE THIRTY-SEVEN coupe body for sale; color 
blue; wind shield; used only two months; has 
fine quality seat covers. Make us an offer. 
Haakinson & Beaty Co. (Hudson Dealers). Sioux 
City, Iowa. 

LIMOUSINE body, 1918; brand new, never used; 
dark blue broadcloth, guaranteed in perfect con- 
dition. Price $1,000 f. o. b. Louisville, Ky. Write 
Southern Motors Co., Louisville, Ky. 


SEVEN-PASSENGER 1913 SIX— Usual equipment; 
spare tire with cover; Weed chains; has been 
driven only 3500 miles; Is in excellent condition 
mechanically and as regards finish; will deliver 
on cars at La Crosse, Wis., or within a radius of 
200 miles for $1750.00. Write Law Auto Co. 
(Hudson Dealers), La Crosse, Wis. 


PENNANTS, with wording "Hudson Six." for sale 
by the factory. White lettering on blue ground, 
first quality felt, extra well made and sewed, 
come In rights and lefts; price, 40c a pair NET. 
Sold only in pairs and not less than five pairs on 
an order. Use regular Parts Order Blank. 


NICKEL-PLATED TRIANGLES for radiator caps. 
About two inches high, extra quality nickel plated 
on red brass; each Triangle, with attaching bolt 
and lock washer, carefully packed In strong card- 
board box ready for mailing; 20c each NET. 
Use regular Parts Order Blank. 

Digitized by VjOOQ lc 


Z>f>e Salesmen's Page 

Using Power of Personality 

Reid Motor Co., Quincy, 111. 

We had been working on a deal for some 
time, with everybody in the family agreeing 
that the car was all right, but as usual, they 
were not quite ready 
to buy at this time. 
Mr. Reid, my em- 
ployer and friend, 
said to me one after- 
noon, "Go up and call 
on Mr. Heitland, and 
see if you can close 
the deal." 

This car was to be 

purchased by one of 

the sons, while an- 

; other son was to pay 

for its up-keep. Mr. 

I Heitland, Sr., was to 

decide when to buy. 

The son was ready 

to place his order, 

but "father" advised him to wait. 

During the time that the son was talking 
to his father, I had my order blank out, but 
found that I had no pencil with me, so after 
they had finished their conversation, I smil- 
ingly asked the old gentleman in German, 
"Haben Sie ein Schreibstock?" I had en- 
tirely ignored his request to his son to wait, 
in fact I didn't hear it insofar as they were 
concerned. He gave a hearty laugh, handed 
me a stub of a pencil, and I immediately 
filled out the order blank, told the son (no- 
tice I do not say that I requested him to 
sign as he had been sold previously) to sign 
on the dotted line. I was given check as de- 
posit, and thus sold a 6-cylinder phaeton. 

This sale, I believe, was made by the ask- 
ing the loan of a pencil in German. 

Morris Adler 
Reid Motor Co.. Quincy, III. 

Let the Prospect Talk 


Eddie Bald Motor Car Co., Pittsburgh, Pa. 

I find this one of the best ways to sell 
Hudson cars. I mean to get a man's 
signature and deposit, for a salesman who 
cannot close, to my 
mind is worthless as 
a business getter. 

You must first im- 
press the prospect 
with your car by not 
saying too much. Let 
him do the talking. 
While he is asking 
questions, give him 
the proper answers, 
and at the same time 
I study him well. To 
I be able to read hu- 
man nature is in it- 
self an asset. 

It is not necessary, 
unless asked to do it, to go into the me- 
chanical details of the car, except in compe- 
tition. Rather speak of the luxurious ap- 
pointments and smooth-riding qualities. I 
always carry a list of "Hudson Boosters," 
made out in typewritten form, which I offer 
to the prospect; you will find this a great 

It is well to demonstrate your car just 
as soon as possible, with the thought in 
mind that you are going to sell your man. 
Don't forget that while you are working 
on a prospect, there are probably six or 
eight other dealers trying just as hard as 

Above all be honest in all of your state- 

F. McFadden 

Eddie Bdd Motor Car Co. 

Pittsburgh, Pa. 

ments — never misrepresent — it is not neces- 
sary when selling the "Hudson." 

Never knock. If you meet other cars in 
competition, rather than knock, show them 
up by bringing out the merits of the "Hud- 
son" against the weak points of the other 
cars, whether they sell at the same price 
or even higher. 

Impress upon your prospect the wonderful 
organization back of the "Hudson." Make 
him understand what system and organ- 
ization means. Bring out the financial con- 
dition of the company, tell him about the 
men who are building the "Hudson" and 
what they mean to the industry. 

Be consistent, and never give up. 

I have made sales when prospects have 
already decided on another car, for the rea- 
son that I was consistent in what I said. 
Persistency also counts; be persistent in 
your efforts to sell cars. 

I've once had a man say to me "McFadden, 
your so persistent I'll close with you to 
get rid of you." 

A fellow who honestly believes in the 
product he is selling, combined with per- 
sistency will always win out. 

C. N. White 

Bemb-Robinson Co. 

Detroit, Mich. 

Don't Give Up 


Sales Manager, Bemb-Robinson Co., Detroit, Mich. 

After several weeks of "working" on a 
prospect whom we will call Mr. Smith, I final- 
ly succeeded in selling him an open Six-54. 
But I felt that the open 
car that Mr. Smith had 
ordered was not the 
car for him to use in 
the way he intended. 
The Sedan was the bet- 
ter car for him and this 
is the way I sold him a 

When signing the con- 
tract for Six-54 he told 
me that the upholster- 
ing in our demonstra- 
tor (which was stand- 
ard) was not exactly 
suited to his wife's 
taste, and picking up 
the sample book of the 
various upholstering 
used in the Sedan, turned to a dark gray 
which, as he said, was the upholstering that 
he would pick, providing he bought a Sedan. 
He signed the contract for the Six-54 Phaeton 
on a Saturday, and as he wanted to use the 
car the next day, I placed our Sedan demon- 
strator at his disposal for the day. 

I felt confident that, if he would spend 
a day driving our Sedan demonstrator and 
if it were possible for me to show him a 
Sedan upholstered in the material that he 
liked, I could make him see the advantage 
of spending the additional money. 

So instead of ordering the open Six-54 
which he had selected, I went to our Gen- 
eral Manager and persuaded him to order 
in place of the open car, a Sedan uphol- 
stered as Mr. Smith had suggested. 

After ordering this Sedan, I phoned Mr. 
Smith that this car would be on the floor 
and suggested that he and Mrs. Smith stop 
at the showrooms during their drive the 
next day and see this Sedan. 

On Monday he came into the store and 
in a very short time I had his order for 
a Sedan notwithstanding the fact that he 
had already placed his order for the open 

I might add that I have just received 
from Mr. Smith his order covering an open 
body for spring delivery. 

The New and the Old 


E. H. Kerstettor, Ionia, Mich. 

I went out the other day to call on a pros- 
pect who had caused me a great deal of 

I spoke of the true 
streamline' body; the 
beautiful finish; the 
deep, rich, coach-blue 
color; the comfort 
of the upholstering; 
the depth of the 
seats; the smooth- 
ness of operation; 
the ease of accelera- 
tion; hill-climbing 
capacity; economy 
of operation, and ex- 
cellence of local ser- 

Then out came 
that old "Lines 
Jon't count" and 
•aaaea complications" talk with all their 
frills. While I knew these were "bullets" 
some of our competitors had made and left 
for him to "shoot," he was so in earnest I 
almost blushed because our forty-eight engi- 
neers were not building for us a single- 
cylinder somewhat similar to those of the 
vintage of '95. 

When he had gotten it all out of his sys- 
tem, he "seen no objection" to allowing me 
to call for him the following morning. 

This I did. In the meanwhile the "hunch" 
had worked, and when he stepped to the 
curb, he was assisted to the seat in an old 
single sneezer. 

As I jerked him down to his office he in- 
quired if the "demonstrator" was broken. I 
had to confess that it was not, but that my 
spirit was, and, as he had shown me the 
fallacy of "adding cylinder complications" 
and the hideousness of "the beauty of de- 
sign," I had turned the calendar back and 
was going to enjoy, with him, automobile 
riding in its simplest form. 

He actually smiled, and that evening we 
— he and his family — went riding again, 
this time in a Hudson Six. 

Here he did not have to be shown every- 
thing. He recognized comfort beneath him, 
back of him, around him. But his attention 
was called to the easy foot-rests; the silent 
floor mats; the covering on all the wood- 
work, where it might be scratched and cause 
regrets; the comfortable, disappearing seats; 
the pantasote top; convenient, quick-acting 
curtains; the wide doors with the deep 
pockets, concealed hinges and inside latches. 
When the speedometer showed upwards 
of forty and his face a satisfied smile, we 
slowed — then glided on until we were over- 
taken by darkness — the only thing that could 
overtake us. 

Switching on our stored up day-light, 
I suggested that two hundred yards up 
the road ordinary newspaper print could be 
read; again he had to be "shown," and as he 
stretched out trying to make that two hun- 
dred yards "Gospel measure," I searched my 
pockets for a contract and with his, "There 
now," passed it to him to read. When he 
had finished he was handed a fountain pen, 
which he took rather gingerly, looking at 
me with that quizzical smile that usually 
gives a salesman palpitation of the heart — 
but he signed — and next morning I got to 
spit in the brass cuspidor in the "boss' " 
office, where the salesmen report their 
"dotted lines." 

There's a difference between smart and 

Digitized by' 

ueiweeu smart m 








Automobile Salesmanship 

Suggestive Hints on How to Sell Automobiles, with Especial Ref- 
erence to Hudson Motor Cars 


Director of Sales and Advertuing 

EDITOR'S NOTE : This series of articles on salesmanship is a 
revised edition of the book with this title written by Mr. Win- 
ningham. The series will run through several issues of the 
Triangle. It has been revised and is republished for the bene- 
fit of the very many new dealers and new salesmen who have 
not had the opportunity of reading the book. 


Whatever we wish to attain, a constant in- 
crease of power is required. Advancement is 
progressive — to attain much is to attain 
more, and the higher 
we rise in the scale, 
the more power we re- 
quire to go higher 

There are many suc- 
cessful salesmen en- 
gaged in the distribu- 
tion of automobiles. 
They have, in most in- 
1 stances, grown inde- 
pendently. There has 
been little opportunity 
for them to help each 

Primarily, this ser- 
ies of articles is in- 
tended for those en- 

C. C. WINN1NGHAM g»* "L ^ fi* «n 
Hudson cars; yet all 

others interested are welcome to avail them- 
selves of as much of its value as they choose 
to accept. 

Before an accurate analysis of the sit- 
uation can be made, it is necessary that all 
who are to participate in the preparation of 
the final work should understand definitely 
the position occupied by the Hudson Motor 
Car Co. in the industry; the advantages of 
its product over that of its competitors and 
the conditions that have guided the work al- 
ready done. 

These are fully reviewed. Our advertising 
is outlined. Thoughts are offered about store 
management, demonstrations and other sub- 
jects which vitally influence the sale of Hud- 
son cars. 

Do not hesitate to express yourself, no 
matter whether you endorse or disagree with 
what is said. In that way we shall all bene- 

We can thus grow together in our eflaciency 
as automobile salesmen. 


The Greatest Game in the World 

Do you know what salesmanship is? 

It is the oldest game in the world — the 
Game of Life! 

There is nothing new about it. There is 
precisely the same basic principle in the sale 
of an automobile as in the sale of clothing; 
the preaching of a sermon; the teaching of a 
child or the winning of a friend. 

Everyone is a salesman. 

There is no exception — whether he be the 
banker who is looked upon by his depositors 
as safe and conservative or the mendicant 
who begs alms on the street. 

Each is selling his personality or influence. 
His success at either of these extremes or at 
any point between depends solely upon his 

ability to affect those to whom he appeals. 

Everywhere — in everything, we look for 
the things that "affect" us. 

We read stories to observe their "effect" 
upon us. 

We listen to sermons. Their appeal inter- 
ests us solely in the degree that they make 
an "effect" upon us. 

We check up all influences with which we 
come in contact, to weigh what "effect" they 
have had. 

Our first impulse is to note the "effect" 
the personality of those we meet has made 
upon us. 

We look in shop windows; we read the 
pathetic stories of misfortune and tragedy, 
merely for the "effect" they produce. 

The newspapers are interesting only in 
this respect. If I interest you — if I can 
change your thought — hold your attention, 
then I have won. 

The story of a man's success — Howard E. 
Coffin's latest car; Roosevelt's adventures in 
Africa; Napoleon's march to Russia; the life 
battle of entombed miners; a Vanderbilt 
race; a gigantic business triumph; the auto- 
mobile industry — do they hit us? 

They are all a part of the game that is 
played every minute of successful salesman- 

You never make a sale in which you fail 
to make an "effect" upon the buyer. 

He has come to you with a certain interest 
— it may be active or latent. Your success 
depends entirely upon your ability to arouse 
that interest. 

You never will make a sale where con- 
fidence on the part of the buyer is not de- 
veloped to a high degree. But confidence 
is not necessarily reposed in the salesman. 
It may be in the house represented by the 
salesman, in which case the salesman is a 
mere order taker. It may be in the product 
in which event the maker has produced the 
"effect" of confidence and the salesman and 
his house are merely neutral and have pro- 
duced no "effect." 

All through these chapters suggestions 
have been given that should enable the 
readers to be "effective." 

The automobile industry is the most inter- 
esting of the age. It is the most spectacular 
— it is the most talked about. The mere 
mention of the name makes a greater effect 
— starts men's minds into more active chan- 
nels of thought — than the mention of any 
other industry will do. 

The name Hudson "40" or "54" arouses 
greater interest than that of any other car 
on the market. With no negative history to 
overcome — with an endorsement and expect- 
ancy that no other car possesses, the men- 
tion of the name produces an "effect." 

The skilled salesman can easily fan that 
spark of interest into a sale. A depressent 
salesman will smother any enthusiasm. 
Every man produces some effect upon some 
person. He can make some impression, 

either attractive or repellent, upon every one 
with whom he comes into contact. 

Study yourself from this point of view. 
Note from this explanation the effect that all 
impressions make, whether they are people, 
automobiles, books, pictures, buildings, ani- 
mals, plays, sermons, food, cloud formations, 
or whatnot. 

Discover those that produce active whole- 
some effects. Then note how you "affect" 
others. Make it a part of your every action 
to attract. Others are either consciously or 
unconsciously checking up your every action. 

Some call this mixibility — good fellowship 
— persuasiveness. It is known by a hundred 
different names. It is the same in every 
case. Do, you interest those whom you 
would interest? 

If you do, you win! 
If not, you fail! 


A Word on Salesmanship 

A bull-frog cannot sing like a nightingale, 
no matter how much you cultivate his voice. 

Nor can you make a silk purse out of a 
pig's ear. The poor salesman is like the 
pig's ear. The animal fibre is there, but no 
process has ever been discovered that will 
transform pig bristles into silk. 

Nor has there ever been discovered a pro- 
cess that will make a poor salesman who 
says "I can't," or "It can't be done," say 
"I will," or, "It will be done." 

There are two kinds of salesmen, the "One- 
Method" and the "Versatile." 

The one-method salesman is full of emo- 
tion and activity, but is short of intellect. 
He usually is a hard worker, but does not 
produce good results. He needs intellect to 
direct his efforts. We often refer to this 
type as "Shooting in the air." 

The extremely versatile salesman is usu- 
ally well equipped with emotion and intel- 
lect, but his activity is fitful. He lacks ap- 
plication. He is the wonder worker. He 
makes the sales that others seem never able 
to close. His thought is as rapid as a mov- 
ing picture. He could hardly be called an 
analytical salesman. His work is usually in- 
tuitive, yet he handles the buyer with the 
skill of an artist. He never gets into traps. 
The prospect to whom he talks, he usually 
closes without difficulty. 

This type is rare, and often is referred to 
as a genius. His greatest value is not in the 
orders he gets, but in the example he sets 
for less efficient salesmen. If the man with a 
less active brain, but who studies cause and 
effect, will closely observe every minute de- 
tail of the clever man's methods, he will 
learn much. If the man of less genius, but 
of deeper application will profit by the ob- 
servation of the other, he will develop into 
the best salesman of all. 

Just as the secret in successful racing is 
in keeping the car going at a steady, even 
pace, never slowing up and never lowering 
speed, the same up hill and the same down, 
the salesman, who lets that be his guide, is 
{bound to succeed. If he has intellect, if his 
emotions are kept alive and is a steady 
worker, he will win where the more clever 
man will fail. 

It is the old story of the tortoise and the 

There is another type of salesman with 
which all are familiar. 

He is the man who does business with old 

time friends. He works among his friends. 

He seldom goes after new business. He 

keeps his ideas to himself. He is the indi- 

(Contlnued on Page 2, Column 2) 

Digitized by UOOQ iC 





Considered as First Class Matter by Every Live, 

Prosperous Hudson Dealer. 




Dealers and salesmen should make it a 
point, wherever at all possible, to visit the 
nearby shows. During the next three months 
shows are occurring in all sections of the 
country. It is a comparatively easy matter 
for dealers to visit at least one of the bigger 
shows. And the enthusiasm and new ideas 
gathered from rubbing up against other deal- 
ers and factory representatives is well worth 
the time and cost. 

The value of the shows lies not alone in 
the list of prospects secured at them. If this 
were the only returns not one show would 
pay for the time, money and effort expended 
on it. Shows, like racing, are mainly of 
value in the keeping up of the public interest 
in the automobile. They help to create the 
"mass" interest in the motor-car. They cause 
talk about the motor-car. They indirectly 
fill the newspapers with automobile topics. 
They set the seal of social approval on the 

Frequently it is not possible for a dealer 
or salesman to see and examine many differ- 
ent makes of cars. He is too well-known in 
his own town to make it possible for him to 
do this successfully. And in very many even 
large cities not all leading cars are repre- 
sented. At the show he can see all cars in 
entire ease, and without exciting comment. 
Thus he gains a broad view of the entire in- 
dustry and of the various types of cars being 
made by his own and other factories. 

Visit the shows. It pays. 

When You Visit the Factory 

Dealers who come to Detroit on a visit to 
the factory will please note that the Sales 
Department car and driver leaves the taxi- 
cab entrance of the Hotel Pontchartrain for 
the factory at 9 o'clock every morning, ex- 
cept Sunday. Mr. Montmorency, the driver, 
will endeavor to meet all visiting dealers at 
the door, but as he cannot know all of them 
personally, it is requested that visitors look 
for the HUDSON car— at present a 1913 Six 
Limousine — and also notify the doorman or 
taxicab starter. 

In case dealers do not arrive before 9 
A. M., or should they be delayed for break- 
fast or other reasons, they can phone us at 
the factory — telephone call Hickory 100 — 
and we will endeavor to make arrangements 
to send a car for them. 

Automobile Salesmanship 

(Continued from Page 1, Column 3) 

vidual worker, who has no use for team 
work or organized effort. He is set in his 
ways and there is little chance for his ad- 

No information can be given in a book 
such as this that will help the salesman to 
gain control over his voice. He can be told 
the importance of voice, gesture and the 
other subtleties that exercise an influence 
over the buyer, but how to gain such a mas- 
tery rests entirely with one's self. 

Observing the methods of actors in the 
theater will give much inspiration and help 
in this direction. Their every movement is 
for effect. Every one has been studied. 

Your success will grow only as you your- 
self grow. Study the effect of your talks. 
The position in which you sit, the manner 
in which you stand, make their impression 
upon the buyer. You can learn best by 
analyzing yourself. 

To inspire confidence you must possess it. 

You must thoroughly sell the Hudson to 
yourself, or you will be unable to sell it to 
anyone else. You must make your convic- 
tion that the Hudson car is the one to own, 
that the manufacturers are reliable and 
builders of only first-class cars, just as hard 
to accomplish as you will find it with the 
most difficult buyer. 

You must maintain your enthusiasm. Find 
the things that inspire your emotions and 
imagination. Read adventure, associate with 
those who cause you to think rapidly. It 
will all help you to be a better salesman. 

Some will not agree with this advice. But 
just the same you know how some people 
seem to quicken your thoughts by the pro- 
cess of their thinking. If you can find some- 
thing that will thrill you so that you can 
"dream" of causes and effects, follow it. 
This does not refer to artificial stimulant. 
Mind action is all that is necessary. Con- 
duct sales arguments to yourself. Phrase 
ways of presenting the convincing arguments 
and it will help. 

It is not necessary to experiment. You 
will learn as you go along. Keep up your 
enthusiasm. Never talk to a prospective 
buyer with any other thought than that you 
are going to take his order. Radiate your 
confidence in yourself and you will ulti- 
mately win his confidence in you. 

You can get anything you want in this 
world if you ask for it in the right way. 

You can make a success of yourself by 
constantly saying, "I am a success." This 
may seem theoretical and impractical, but it 
nevertheless is true. Convince yourself and 
you will have no difficulty in convincing 

Honesty and sincerity must be apparent in 
every action ; . in every word. You can carry 
conviction of your sincerity by the tone of 
your voice, by gesture, if you are sincerely 
sincere. If you deceive, you will ultimately 
fail. This is not a talk on morals. It is 

just good business. 

If any suggestion has been made that helps 
you to "find yourself" we are well repaid for 
the chance we have taken of exciting the 
ridicule and displeasure of those who will 
not concur with us in the ideas advanced. 
(To be continued) 


The traffic regulations of Montreal are said 
to be a joke, yet they certainly are making a 
great impression upon a few of our enthusiastic 

This was demonstrated by a very amusing 
occurrence witnessed on St. James Street the 
other day. We were slowly rolling down in our 
new Hudson Beauty, says a Hudson Booster when 
we spied H. Russell Wilson, one of the popular 
hustlers of the Legare Gadbois Co. swiftly walk- 
ing through the throng evidently in a" brown 
study (possibly as to just what selling argument 
to use next in getting some particularly doubt- 
ful prospect's name on the dotted line). 

Deciding to turn down McGill Street his arm, 
from force of habit, shot out right across the 
"lamps" of several other pedestrians who need- 
less to say were brought up short in annoyed 
astonishment. It was too good to keep. The 
laugh is surely on Russell. 

Akron Jones says he has an owner who told 
him the other day that he had figured out to his 
own satisfaction that if leading high-grade cars 
found it profitable to secure their chief engineers 
from the Hudson organization there must be 
some good reason for it. Acting on this theory 
he bought a Hudson Six-54. 

Jones had another idea — two in one day is 
going some — about the man who said he had 
been buying and driving motor-cars since the 
first one was invented and the first real auto- 
mobile he had ever had was a Hudson Six-54. 

District Manager Bacon tells a story picked up 
in Milwaukee about a prospect named Myers who 
was so infatuated with the "54" car that he 
would not wait for "Doc" Schreiber to get one 
to deliver to him. He insisted that the dealer 
put off another buyer for three weeks and that 
he should have this buyer's car. He paid a 
$50.00 premium in order to get the car. Even 
then, he was not satisfied to wait but slipped 
down to the salesroom one night and acquired 
the demonstrator car which he drove away and 
he has not been seen since. Bacon says that 
Mr. Myers sat around the salesroom for days 
with his check in one hand, fuming because he 
could not get the car as quickly as he wanted it. 

We acknowledge receipt of numerous photos, 
among them being prints from W. H. Davis Auto 
Company of Gonzales. Tex., Southern Motors Co. 
of Louisville, Ky., Twin City Motor Car Co., of 
Minneapolis and St. Paul. H. O. Harrison Co. of 
San Francisco, George D. Knox of Hartford, 
Conn. As the Triangle is a small paper we 
find it diificult to publish all the photos received. 
However we may decide to issue a "double 
number" one of these days to accommodate some 
of the many good things on hand. In the mean- 
time these good friends must not grow "peeved" 
if the photos do not appear at once. 

C. E. Flory, one of the hustlers of the Buf- 
falo-Hudson Sales Company at Buffalo, tells of 
one of his owners who had an expert examine a 
number of cars for him before purchasing. This 
expert examined several high-priced cars, as 
well as the Hudson, and lower-priced machines. 
And he bought the Hudson Six. A feature of 
the sale is the fact that this owner was partly 
sold on the reputation of "Hudson Service." 
Boost for "Service" all the time. It sells cars 
and keeps them sold. 

Collection of ELEVEN of the Sedans sold by the Bemb-Robinson Company in Detroit, Michigan. 

directly through the splendid exhibit and effort of "Sedan Week." 

The most of these were sold 

Digitized by 



From the Driver of a Hudson 

Six Transcontinental Car 

Mr. W. W. Pedder, of Los Angeles, Califor- 
nia, who crossed the continent on a new 
route, is now on his return trip from New 
York to his home city. He is driving a 1914 
Hudson Six-54. 

The following letter from his "mechanic" — 
as he calls himself— tells its own story. 

We commend it to the attention of any 
who want to make a similar trip. The Hud- 
son Six will give satisfaction. 

Natural Bridge, Va., Dec. 2, 1913. 
Friend Billy: 

Just a line to let you know a few things 
about the Hudson "54." Am working for a 
Mr. W. W. Pedder, of Los Angeles, Cal., who 
is driving from New York to Los Angeles 
and return. 

Am driving a 1914 Six-54, and I want to 
tell you right here, I really believe there is 
not another car (her class) that could even 
try to do what she is doing easily. We have 
a camping outfit, beds and chairs, and tables, 
trunk and suitcase on rear, etc. The car 
weighs 6250 pounds with four passengers. 

Mr. Pedder, his wife and maid and I make 
up the party. 

I am the "mechanic" (get that?). 

He does all driving except to and from 
garages, hotels, etc. He averages on good 
roads 150 miles from seven o'clock until 
about 5 : 30, taking out an hour to lunch. We 
stay at all the best hotels. Everything is 
found for me. If there is anything to see, he 

Have a man to wash car, and a man to 
help me do anything that requires hard work. 
The outfit weighs so much that the brakes 
have to be adjusted pretty nice into the chas- 
sis, but that's easy. Even with that heavy 
load she goes up hills in direct like a shot. 
Yesterday he was on the side of a hill (in 
direct) slowed down to hand the toll-gate 
keeper his ticket and picked up again and 
when he got to the top (about 100 yards) she 
was running like a deer. Can you beat it? 

We came from New York since Saturday 
morning, and, believe me, there is nothing on 
the road can ever chase us. Say, a Six (like 
Buchill's) tried to take the road from us on 
the road to Philadelphia. He just slid into 
fourth — zip! In two minutes we couldn't see 

I guess I will spend the winter in Cali- 
fornia this year. I hope you will not get 
tired reading this, but I only want to show 
you what I think of this car. If anybody 
looks for proof of this, just tell them to ask 
the Hudson people in New York, as they have 
taken it up with the boss on account of his 
good report on the car since leaving Los 

That's as hard a trip as any car could be 
put up against, and, believe me, she is as 
good or better than ever. Not one big end 
was touched in New York, everything was 
reported O. K. and now she is on the way 
back. Have made about 3,900 miles over an 
kinds of roads so far. 

Yours in haste, 


the shows. Its bitterest critics are the very 
people who would own a motor-car and drive 
it beyond all speed limits if they were finan- 
cially able to do so. 

Hence there are large and mixed crowds 
to be handled. Skill and tact are needed to 
decide which is a good prospect and which is 

Little attention need be paid to the pass- 
ing, gaping throng. Persons whose style of 
dress and conduct indicates that they are 
not financially able to buy a car need receive 
but scant consideration. It is quite true that 
occasionally a man's dress is no guide to his 
money. But it is rarely the case that a man 

Mr. and Mrs. W. W. Pedder of Los Angeles and "Across the Continent" Six-54 at the Factory. 

The Sheep and the Goats. 

In this day of crowded automobile shows 
and eager questioners it becomes an impor- 
tant matter to separate the sheep from the 
goats. To determine which man wants to 
buy a car, and which is just attending the 
show to kill time and provide an evening's 

The percentage of "waste" in advertising 
through the medium of a motor-car show is 
tremendous. The public is irresistibly fasci- 
nated by the automobile. People who 
"damn" it the hardest are the first to crowd 


It Don't Run— It Slides" 

Here is a telegram that speaks for itself, owners are uniformly so enthusiastic over 

Mr. English has the credit of discovering a their cars is it any wonder that the Hudson 

new description term for the smooth, vibra- Six is the acknowledged leader of the cars 

tionless glide of the Hudson Six. When of the year! 

Dallas, Texas, Sept. 22, 1913. 
C. A. Gates, 

c/o Jno. M. Noble, 

Oklahoma City, Okla. 

Drove around Richardson loop eight in car. It don't run, it 
slides over the road without a quiver. Be sure to try it out 
before you decide on any other. 

S. M. English, 

(President Postal Telegraph-Cable Co. 
of Texas . ) 

who has money and is willing to spend it is 
found shabbily or poorly clothed. 

The intelligent, buying prospect is quite 
apt to step inside the exhibit, or close to the 
cars, and examine them with a method that 
indicates his interest and his familiarity 
with the automobile. The man who has buy- 
ing in his mind is never indifferent. He is 
there for something more than merely to 
stroll up and down looking at the pretty 
women, and handsome gowns, or listen to 
the music. 

Neddless to add that Mr. Gates bought a in Michigan, was delighted, and shipped it 
Hudson Six 54. He ran it a thousand miles to Dallas a few days ago. 

Tributes to the Six-40 

We glean two messages about the Light 
Six from among hundreds of similar ones. 

San Francisco, Calif., Dec. 9, 1913. 
Drove the forty with load of over one 
thousand pounds over King's Mountain five 
and one-half miles second speed all the way; 
most cars have difficulty in negotiating this 
grade on low performance; has never been 
excelled by any car. Harrison urges need 
of still more cars. 


Cedar Rapids, Iowa, Dec. 13, 1913. 

We have received two Light Sixes and we 

wish to compliment you on the same, as 

they are certainly wonderful cars. I actually 

| believe the demand for these will be three 

times your yearly output if they take in all 

1 territories as they do here. We have already 

| outdemonstrated the four on every 

■ point. We feel sure we shall have no com- 
petition from this source. 


Digitized by 

— ■> \s. Hi. asTHiEj. 



&he Salesmen's Page 

C. K. Pressnall 

The Overland Company 

Wichita, Kansas 

Demonstrations and Confidence 
are Winning Cards 


The Overland Company, Wichita, Kansas 

First of all, be careful to keep a clean rec- 
ord as to honesty and character and never 
promise anything that you or your manager 
will not back up. 
Then get the confi- 
dence of your pros- 
pect and study his 
nature, and work 

Make your first 
visit socially; then 
take him riding and 
if possible, have the 
prospective buyer 
drive your car. 

Do not talk sale, 
but be careful that 
he makes no mis- 
takes and congratu- 
late him on his 
control, and call his 
attention to every smoothness of the car. 

Keep him mostly on bad roads and hills, 
convincing him that your machine is "there" 
on those kind of roads and does not require 
an expert to drive it. Your competitor will 
most likely take the better roads, and if he 
does he will let the man make some mis- 
takes, and the prospect will then see the 
difference and will, in all probability, think 
that it is the other machine instead of him- 
self. I pride myself in never letting my 
prospects make mistakes while driving. Put 
your whole mind on the man and car, then 
keep yourself in confidence with the pros- 
pect and try to make yourself one of the 
family, as nearly as possible, which is easily 
done if you are a good mixer. 

Never allow your prospective buyer to 
think that you have more urgent business 
than his own. 

Never knock your competitor's car. Con- 
vince the prospect that you have just plain 
facts, points that the other fellow has not. 
Call his attention to other customers that 
have the same make of machine and invite 
him to investigate what service they are 
getting from their cars; also to investigate 
the way you and your company fulfill agree- 
ments to take care of your customers. Refer 
to recent purchasers. Convince him by facts 
that the Hudson Six-54 is not an experi- 
mental job. Direct his attention to some of 
the earlier models and be very careful that 
you make no assertions that you cannot 
back up. By comparing your car with your 
competitor's car, convince him that in the 
Hudson Six-54 you have more value for 
the money than your nearest competitor. 
Show him that the Hudson Six-54 is using 
the same equipment and not experimenting 
with new features, and call his attention to 
the Continental motor, as the world knows 
without question its ability, its quietness 
and power, which its long past record will 

For instance, on my last Hudson sale, in 
competition with one of our hardest competi- 
tors, my prospect, after one week of hard 
work, turned me down and was to take the 
other car the next day. I set my head to 
working, and as I have said before, "get their 

There was a society dance and the two 
sons were intending taking their lady 
friends, and were going to hire a taxicab for 
the purpose; but I had worked myself into 
friendship with the boys, so I told them not 
to get a taxicab, for it would only be a de- 

light to me to furnish myself and car, 
which they accepted. 

In gathering up their crowd, I drove up 
behind a competing Six. They were dem- 
onstrating their car on slow speed on a di- 
rect drive. I pulled up to the side and 
joined in the contest, and the Hudson Six-54 
was too much for them, as the other car 
couid not throttle down with the Hudson. 

There was a large crowd on the street, 
who began to holler for the Hudson — "Ain't 
she a beauty?" The next morning I got a 
telephone call to come to their office, and am 
proud to say that Healy & Sons are now driv- 
ing a Hudson Six-54. 

My motto is to keep a kind word and a 
pleasant smile, win or lose, and be willing 
to lend a helping hand to the prospect that 
you lost to your competitors. 

I aim to keep my car in first class running 
order, and neatly appearing, by using the 
chamois at every opportunity. 

Practice driving by yourself; learn where 
and what and at what time to control your- 
self in order to handle your car at any angle 
from one mile to the limit. Your car will 
always do its part if you keep yourself under 

Never drive at high speed when you have 
your prospect with you, unless requested to 
do so; "Smoothness and Silent Running" is 
the motto today. 

Back Up Your Claims 

Guy L. Smith, Omaha, Neb. 
In the sale of Hudson Cars, one some- 
times runs across opposition to six-cylinder 
cars, on account of the alleged increase of 
cost of operation. 
Prospects will read 
our literature and 
listen to owners re- 
late their experi- 
ences as to the long 
mileage they get out 
of a gallon of gaso- 
line, with their six- 
cylinder Hudsons, 
but still there lurks 
a suspicion that 
these are mostly 
fairy tales. They 
claim as a matter of 
reason that six-cyl- 
inders will consume 
, ~. «... w , .™ more gagQiine than 

fours. Of course the claim is absurd but 
they make it nevertheless. 

The writer's experience in a case of this 
kind may be of interest to the Triangle. 

Mr. D was a prospect who owned his 
fourth car which was a four-cylinder car of 
popular make. He was inclined to consider 
a six-cylinder car and fancied the Six-54 
Hudson. He admitted the absence of vibra 
tion, easy riding quality, and the beauty of 
outline and finish, but the cost of operation 
was a big factor in his mind. Mr. D lived 
in a small country town where the usual 
"Soap Box Committee" elected presidents, 
formulated tariff bills, and disposed of the 
Mexican situation daily, with the aid of 
"Star Plug and a sharp knife." It was their 
unanimous opinion that a six-cylinder was 
very costly to run, for hadn't they run 
motor-driven corn shellers and didn't they 
know? Mr. D was inclined to think so too. 

We drove over to see him one day in a 
Six-54, and included his family and his 
brother's family in a demonstration, making 
seven passengers in all. After a nice drive 
of fifteen miles, he admitted the car was 

fine. Nicest ride he ever had. The whole 
party admitted it. The price was about 
right, but he bet we had used at least three 
gallons of gasoline on the fifteen miles. 

A little thing like this couldn't bluff us. 
We knew the Hudson Car, and were like 
the man who bet he could drink a gallon 
of beer without stopping. 

We got busy. We got several buckets and 
drained all of the gasoline out of the tank, 
measured exactly two gallons and put it 
back in the tank, and loaded the seven 
passengers back in the car. We then drove 
the same fifteen miles, drained the gasoline 
out of the tank, and measured same, finding 
three and one-half quarts remaining, mak- 
ing the consumption of gasoline for fifteen 
miles, one gallon and one pint, or about 
thirteen and one quarter miles to the gal- 
lon of gasoline. 

We got his check that evening. 

Faith Finally Wins 

By F. C. FOSTER, Jr. 

Madison Automobile 4b Machine Co., Madison, Ga. 

I sold a 54 last week because the prospect 
said : 
"Foster, for 3*6 years you have talked 
Hudson to me, and 
today you have more 
faith in your car 
than ever. It must 
be a good ship for 
you to stay on for 
3% years." 

I was up against 
some hard competi- 
tion in lower prices, 
excessive trades and 
absurd discounts, but 
my 3% years of 
faith in the Hudson 
sold the car. 
w ,. A °ff r ; Therefore, a good 

Madison Automobile & Machine q P i|j n? irtpn \* 

Co.. MadUon. Ga. J® 1 . V *V g 1<lea 1S T~ 

• "Stick to your 30b 
and grow with the car." 

Another Salesmen's Idea Offer! 

Cash Prizes for Best Ideas Submitted During 
Next Three Months! 

As announced, the Salesmen's Idea Contest 
closed December 31st. All contributions re- 
ceived up to close of business on December 
31st will be included in the contest closing 
that date. 

We now announce a Second Series, prizes 
to be offered for the Best Selling Idea re- 
ceived before close of business on March 
31st, 1914. First prize $50.00, second prize 
$25.00, third prize $15.00, fourth prize $5.00. 
All salesmen eligible. Send photograph 
along with the idea unless your photograph 
already is in our hands. Send as many 
ideas as you like. If you have won one of 
the other prizes go after another on this 
Second Series. This is the freest, widest 
open competition you ever saw. 

Every Hudson man from Maine to Cali- 
fornia is reading this Salesmen's Page with 
the greatest of interest. It has proved to be 
one of the best things we have ever done. 
We always knew that if we once could get 
the salesmen to TALK we'd get some cork- 
ing good stuff from them. 

Study these ideas weekly and see if it 
doesn't enlarge your ways of filling the dot- 
ted line. 

Digitized by 








Slow-Speed Demonstration Wins 

Here is a valuable hint on how to demonstrate the Hudson Six. It 
has been used by some of our best salesmen. It has been tried out in scores 
of cases. It will win sales when they seem to be hopelessly lost. 

A prominent four-cylinder car which has an excellent reputation comes 
as near as any car can come to being considered a competitor in some sec- 
tions. At times some salesmen have found this difficult to meet. The plan 
here given is intended to remove this car from the position it assumes to 
hold in the prospect's mind. 

The great difference between a six-cylinder car and a four-cylinder is in 
the ability of the six-cylinder motor to move the car steadily and without 
jerk or noise at very low speeds. The way to prove this to a prospect is 
to put both cars to the test. No amount of talk or argument is one-half 
so good as this final and simple method. 

Clever Demonstrators of Four-Cylinder Cars 

An expert automobile driver can get the 

very best out of a car. Even if the car is 
not as efficient as might be desirable, in 
some ways, the good driver can cover this, 
and conceal It, so that the prospect cannot 
discover the defect. 

There are ways of operating a clutch, 
using cut-out, changing gears noiselessly 
and unseen, that will "fool" the keenest 
observer. A car that will not run slowly 
on high gear may be made to apparently 
do so by the device of slipping the clutch, 
which can be so expertly done that it will 
be unnoticed by a prospect unfamiliar with 
the trick. The grind of noisy gears, or of 
the low-speed gears, may be covered by a 
skillful use of the cut-out pedal. The remark 
is often made by the driver at such a time 
that by opening the cut-out he shows how 
the car "is firing on all cylinders." As a 
matter of fact he uses the cut-out with an 
entirely different object in mind. 

Let the Prospect Drive the Car 

The best way to absolutely KILL the 
tricky demonstrator is to insist that the 
prospect drive the car. Tell your prospect 
to demand that he be allowed to drive your 
competitor's car. See that he drives your 

of any Six in its class and size that weighs 
as little as this Six-40. There are both 
Fours and Sixes that are lighter in actual 
pounds weight. But this lightness has been 
secured at the sacrifice of demanded size 
and needed strength of material. Lightness 
so obtained is a danger, not an advantage. 
Because of this fact that Sixes and Fours 
of the same size and power as the Six-40 are 
much heavier in actual pounds, because 
Sixes are still quite generally believed to be 
very big and heavy; and because in the Six- 
40 we believe we have reached the limit of 
low weight for a car of this power and 
proportions, we call it a "Light" Six. 

own demonstrator. Explain to him what 
has here been stated, that he must be on 
the alert to detect the "faking" driver. Tell 
him further to see that the driver's feet are 
off the clutch pedal and the cut-out. Insist 
that he keep both hands on the steering 

To be sure the average driver may not 
be able to hold even the Hudson Six down 
to two miles an hour on high at first 
attempt. But he will see at once the vast 
difference between the way the Six handles 
and the way any Four acts. There will be 
no slipping of clutch, or use of cut-out when 
]HE is driving. 

Slow-Speed Demonstration Wins 

Forget about how fast the Hudson Six will 
go. A burst of speed for two blocks will 
prove to any prospect that the car is cap- 
able of going far faster than any sane man 
should ever drive it. The really strong and 
important demonstrating point is how slow 
it will go. That is where the six beats the 
Four. That is the spot to pound on in your 
demonstrating talk. 

Slow speed and hill climbing ability, com- 
bined — of course — with smoothness, flexibil- 
ity, and lack of vibration, are the points 
that win. 

Don't forget the SLOW-SPEED DEMON- 

A Point to Remember 

In a selling talk about the Six-40, it is 
well to keep prominently in mind the van- 
adium springs and the use of heat-treated 
alloy steel in steering knuckles and other 
vital parts of the chassis. These, of course, 
are technical points which come under our 
general suggestion that they should be 
avoided as far as possible, but where it is 
necessary to bring in questions of this 
kind, the vanadium steel in the springs and 
this heat-treating of other parts is worthy 
of attention. It may frequently be used to 
influence a prospect who is showing an in- 
clination to question technicalities of this 

What is a "Light Six?" 

Weight is merely a relative term. A 
feather is light, a suit of clothes may be 
light weight, a locomotive engine weighing 
thousands of pounds is spoken of as light, 
an ocean steamship of smaller size than a 
leviathan is called light. 

When one speaks of an automobile weigh- 
ing 2980 pounds as "light," some prospects 

scoff. "The " they say, "is a light 

car. Why don't you make a car as light as 
that?" The answer simply is that weight 
is purely a relative term, has no special 
limits as to exact number of pounds, and 
that there is a limit of strength and solidity 
below which a really satisfactory motor-car 
cannot be built. 

A suit of clothes of cheese-cloth would be 
▼ery light weight. Yet summer buyers 
would pass it by. A locomotive made en- 
tirely of aluminum would weigh less than 

if of proper materials. But its very light- 
ness would cause imperfect performance. 
So a motor-car might be built of lighter 
metals, wood where steel should be, or 1/16 
inch metal where % inch was called for. 
And in other ways the car could be made 
light. Yet no one would buy it, because it 
would rack itself to pieces, and only dis- 
aster could follow. 

With a motor of proper design, a wheel- 
base of necessary length, a body and up- 
holstering calculated for comfort and sta- 
bility, it has been found that a little less 
than 3,000 pounds is about the limit of light- 
ness that can be attained. A car of the 
same size may be made with many parts of 
heavier and cheaper material. And of course 
a bigger car, with even the lightest possible 
material consistent with strength, will 
weigh much heavier. 

There are many Sixes on the market that 
weigh almost twice as much as the Hudson 
Six-40. There are numerous four-cylinder 
cars that are 50% heavier. We do not know 

Do This in 1914 

It is safe to say that practically no busi- 
ness ever has succeeded unless the owner 
knew his cost of doing business. To know 
overhead expense, shop costs, value of stock, 
and other items, is to have at all times a 
clear view of the situation. Big merchants 
fully appreciate the tremendous importance 
of knowing costs. Small merchants rarely 
do. It comes pretty close to proving that a 
knowledge of costs is what makes tne dif- 
ference between the successful and the 
unsuccessful merchant. 

Do this then in 1914. Establish a system 
by which you will know every day just what 
is the cost of running your business. You 
may think it impossible to do this. But it 
really is simple. If you encounter problems 
that you cannot solve tell us about them. 
Our accounting department will suggest the 
proper method. 

Make each department carry its own costs, 
and if possible make each show a profit. 
Some dealers make money in their shop and 
repair room. Others lose money steadily. 
Service is called by some a continual ex- 
pense. Others manage to make it show an 
even break or a little better. 

Start 1914 with a thorough knowledge of 
what you are doing. It will pay, and pay 

The brain and body must work together. 
Abuse and dissipation can have no part in 
efficient team-work. Remember you are en- 
dowed with infinitely finer faculties of mind 
and body than were ever moulded into ma- 
terial machinery. 

Every man who wants a car and has $1,000 
or over to pay for it can be sold a Hudson. 
If he doesn't buy a Hudson, it isn't the fault 
of the car. Whose fault is it? One guess! 

Digitized by UOOQ iC 





Considered as First Class Matter by Every Live, 

Prosperous Hudson Dealer. 




"There are no clouds on the business out- 
look in the United States," says James J. 
Hill, the head of the Great Northern Rail- 

"I see no menace to our national progress 
in the present industrial situation. Rather, 
the existing situation leads me to take a 
somewhat optimistic view of our future. 
The only danger to continued industrial 
prosperity lies in the people themselves. 

"The tendency of the people to seize upon 
false rumors of impending industrial up- 
heavals — and these rumors usually have 
their birth in irresponsible quarters — is 
always a danger with us. If the people keep 
their heads, if they do not become angry at 
some temporary condition that may loom 
big to them as a portent of industrial panic, 
the country will continue to progress along 
prosperity lines." 


The New York show was a veritable 
Hudson triumph. The value of judicious 
advertising was never better exemplified. 
The public knows the Hudson, and its ad- 
vantages as they seemingly know no other 

Crowds thronged the exhibit day and 
night. And it was noticeable that the 
people who stopped at the Hudson booth 
were closely interested in the cars. They 
were not there as mere pleasure-seekers. 
Prospects whose names were secured were 
clearly of value. The idle looker-on was 
conspicuous by his absence. 

It is always difficult to estimate the 
permanent value of an automobile show. 
There is this to be said, at least, that what- 
ever there was of good business in the 
New York show most surely came the 
Hudson way. 


Recent visitors to the factory have enjoyed a 
mental treat with their lunches. The famous 
"spelling game" has been revived, with a slight 
Improvement In the penalty. It has been no- 
ticed, lately, that the poorest spellers are win- 
ning all the spoils. Be sure to take lunch at the 
factory during your next visit. If you are a 
"rotten" speller you have an elegant chance to 
put It over the "high-brows." 

J. W. Goldsmith, Jr., of Atlanta, Ga., has pre- 
pared and published a well-designed and attrac- 
tive little booklet containing testimonial letters 
from Hudson boosters. To read over the many 
nice things said about the Hudson, and about Mr. 
Goldsmith, is to become as enthusiastic about the 
car as are the many whose letters are printed 

Get in your orders for road signs. We are 
anxious to begin work on these at once. Some 
dealers have not yet been heard from. None can 
afford to overlook this splendid local advertising. 

The Sales Department car is now a Limousine. 
"Monty" has put off his winter In Florida in 
consequence. He says a Hudson Limousine is 
Florida at home. 

Montreal was well represented at the factory 
recently when there called, A. E. Gadbois, Ralph 
R. Gardeau and Auril Robert Watts, all of the 
Legare Gadbois Automobile Co., Ltd. Near- 
Christmas visitors also Included Robert G. 
Wright of The Motormart, Youngstown, O. 

Automobile Salesmanship 


Director of Sales and Advertising 

[Began in January 3rd Issue] 


Garage and Salesroom Hints 

Every dealer undoubtedly appreciates the 
great importance of a good location for his 
business. Yet there are many Hudson deal- 
ers who are losing money because of a poor 

We take it for granted that you are in the 
automobile business to stay; and that you 
are anxious to make as large a profit as 
possible each year. 

May we suggest that if you are not now 
in a good location the first thing to be done 
is to get into one. Do not be satisfied until 
you have succeeded in making some arrange- 
ment by which you can secure a location 
on the best spot in your town. Stick at 
this until you get it. 

If you are building a new garage, or re- 
modeling an old one, that is a splendid time 
for you to secure the best possible arrange- 
ment for the salesroom, offices, repair shop, 
etc. Proper arrangement is very important. 
We are always glad to make suggestions and 
send plans and hints for this purpose. 

Your repair shop should be entirely sep- 
arate from your salesroom. Means should be 
provided for keeping the public away from 
the repair shop. Many a sale will be lost 

if you allow prospects to stand around a car 
while it is being torn down and repaired or 
adjusted. Besides this it costs you actual 
money because of the interruptions to your 

The arrangement of a storeroom often 
makes or unmakes a sale. 

It is, of course, impossible for the dealer 
in a small town who sells only twenty-five 
or thirty cars a year to maintain as fine 
quarters as those of the bigger dealers in 
the larger cities. But it is not Impossible 
for a dealer selling even the smallest num- 
ber of cars to have a clean, attractive sales- 

All dealers, apparently, do not realize the 
importance of keeping their salesroom at- 
tractive. Some neglect their windows, the 
walls are often soiled and are decorated in 
atrocious color schemes. 

Taste and neatness cost not more than 
those things which repel trade. A pros- 
pective buyer may not have a highly devel- 
oped artistic sense. He may know nothing 
about color harmonies, but just the same, 
he is impressed by the appearance of energy 
and taste that can, at practically no cost, be 
made to prevade the place. 

It is easy to make your salesroom attrac- 
tive, neat, clean and inviting. Even an old 
(Continued on next page.) 

Dayton Distributor's Handsome Salesroom 

Herewith is presented an interior view of 
the Yeazel-DeVille Company's salesroom at 
Dayton, Ohio, taken during Sedan week. 

The striking points about this salesroom 
are the magnificent windows which permit 
of most remarkable display effects. These 
are taken full advantage of by the hustling 
Hudson representatives in Dayton. It was 
in this same salesroom that the water stood 
five feet deep during the Dayton flood and it 
was on this floor that the tail light on a 
Hudson roadster burned for three days under 
water. It was then only extinguished by a 
diver who reached the car and turned off the 

The salesroom shows little effect of the 
terrific experience through which it passed. 

A new floor, we believe, was laid, or at least 
the old floor was put in excellent condition. 
Redecorating was, of course, necessary. The 
salesroom is a credit to the energy of the 
Yeazel-DeVille Company and a credit also to 
the Hudson car. 

We are advised that window displays are 
frequently changed, the position of the cars 
is varied from day to day, posters are used 
on the sides of the windows so that they do 
not obstruct the center view and other excel- 
lent features of show windows and show- 
rooms are taken full advantage of. 

We extend an invitation to Hudson dealers 
everywhere to send in photographs of sales- 
rooms that we can publish in this Handsome 
Hudson Salesroom series. 

Digitized by 



Automobile Salesmanship 

(Continued from Pngre 2, Column 3.) 

room may be marvelously improved by a 
little carpenter work, some fresh kalsomine, 
a little paper, a few pictures on the walls, 
some paint or linoleum on the floor. If you 
have an idea that this is a waste of time 
you are tremendously mistaken. This is 
the sort of thing that sells cars. You need 
not have a hardwood or tiled floor, frescoed 
walls, Oriental rugs, etc. These would be 
out of place in many towns and cities. But 
any one can have a clean, bright, attractive 
room; with all muss and litter kept out of 
the way, floors swept and scrubbed, walls 
clean and kept so, oil and gasoline absent, 
cars looking bright and attractive. 

In the salesroom of a well known dealer 
in a large city there recently was displayed 
on his floors a car that would have driven 
the average buyer from the store. Paper 
hags were on the lamps, the brass was tar- 
nished, and the car had the appearance of 
having been received from the factory 
months before. It had every indication of 
being shop worn. 

The atmosphere of the successful sales- 
room is one of neatness, industry and 

Half of success is looking it. 

Make your salesroom the most attractive 
in your town. Don't expect buyers to wade 
through grease to look at a car that should 
be polished and brightened to the highest 
degree. You wouldn't buy clothing in a 
dark, dingy room nor select a garment that 
was wrinkled and mussed. 

The package has much to do with making 
a sale. The package you have, is the finish 
of the car. Never allow a car to become 
flyspecked. It does not matter if trade is 
not coming in every day, you don't know 
how soon some one will be in. 

These "don'ts" are not required by most 

ave over- 

8, people 
ss fastid- 
and the 

ollars to 
cars. It 
ct of our 
e matter 
lie show- 

1 that the 
oom and 
you not 
share to 
'best" in 

k always 

len when 

Willful offenders of these first principles 
of merchandising may take offense at what 
is said here. I imagine that some unpro- 
gressive dealers, if this book has been read 
this far by such a person, will say some un- 
kind things. He, perhaps, is saying to him- 
self he knows his business and that no 
upstart is going to tell him how to run his 

If he says that, he never made a truer 
statement in his life. Such a dealer will 
allow no one to help him and he will need 
no help for his days are numbered and his 
business is on the toboggan with a straight, 
smooth and inevitable slide into failure. 

No progressive manufacturer wants to do 
business with that type of dealer. No manu- 
facturer can do business with such a man 
for he himself can not make a store, con- 
ducted on that principle, succeed in face of 
present conditions. 

When the demand was greater than the 
supply people put up with such atrocious 
conditions. Today they are influenced by 

Echoes of the Olympic Show at London, England 

The Hudson Exhibit. 

The Hudson Sixes Attracted More Attention Than Has Been Accorded 
To Any Other American Car. 

An English-Built Limousine Body on a Hudson-Six Chassis. Photographed in London. 

the dealer's store and reputation quite as 
much as they are by the reputation of the 

It is not believed that any Hudson dealer 
has need for the severe things that are men- 
tioned here. We mention them merely to 
show to those progressives who sell Hudson 
cars, the advantages they have over such 
a type of dealer. 

Let this thought sink deep into your busi- 
ness calculations. 

It is better to make a proper impression 
on the people who come into your store than 
it is to have your name spread over the 
pages of every advertising publication that 
is printed in your territory. 

If I were a dealer whose business did not 
warrant my spending a great deal of money 
for advertising, and to advertise meant a 
sacrifice in the attractiveness of my store, 
if the money that I spent for advertising 
meant that I should make exorbitant charges 
to my customers that engendered their ill 
will, I would not advertise. I would depend 
upon the national advertising that is done 
for me by the manufacturer and I would 
devote all my energies to creating and hold- 
ing the respect and friendship of every 
prospective buyer in the territory. 
(To be continued) 

Work — the stuff success is made of. 


Digitized by 



Uhe Salesmen's Page 

Confidence in Yourself, the Car 
and the Company 


Sales Manager Washington Automobile Co. 
Washington, Pa. 

The first step to salesmanship is to know 
Also know what you 
1 have a big, powerful 
factory to back you. 
Then have confidence 
in yourself as well 
as the car. 

The prospects we 

get today are, and 

will be, skeptical 

about what we have 

to offer them. Most 

prospects think they 

know just what they 

f want but as you 

• continue your talk 

with them you read- 

C. Floyd Giw«« ily can bring them 

Sales Manager to thinking just as 

Washington Automobile Co., you do. This is 

Washington. Pa. possible because of 

your confidence in yourself and in the 

No two prospects can be talked to alike. 
Some want to do the talking. Let them 
talk, and answer all questions courteously. 

There are others who want you to furnish 
the entire conversation. In this case don't 
do too much talking or you will tire your 
prospect and lose your hold on his interest. 

Another point is for the salesman to be 
loyal to his employer and friendly with his 

Thus everybody that comes into the sales- 
room is made to feel at home, even if they 
are entire strangers. 

it may at first glance seem impracticable to 
keep calling on the same man day after 
day, but with practice you find that you 
acquire a great deal of diplomacy, and 
with a little ingenuity you can think up a 
new presentation, each day, for the funda- 
mental points regarding your proposition 
that in this or that particular case you wish 
to drive home. 

In this respect you will find the Triangle 
and other literature sent out by the factory 
a great help to you. 

For instance, in one copy of the Triangle 
I dug out fifteen talking points, good fresh 
ones. This would furnish material for 
three days' work; five different points for 
five prospects for three days. 

In the Digest, How to Sell, and the Weekly 
Letter, fresh talking points occur to you 
every time you read them over. The man 
who is really in the market to buy a car 
will always listen to you as long as you 
avoid tiresome repetition. 

Then too, you must remember that some 
things are so good that they will bear repeti- 

Concentrating on Five Prospects 

Manager E. V. Stratton Co.. Troy, N. Y. 

A plan that I have used in securing sales 
in my territory is to concentrate on my live 
prospects to a more marked degree than 1 
think is generally 

Briefly the plan 
is this — I canvass 
among people whom 
I know to have 
money enough to 
pay the price for a 
Hudson car. 

Preferably those 
having nothing to 
trade in, or who 
have what we con- 
sider an easy trade, 
H.W.M.dellan ™tll I secure five 

Mana*rE.V. Stratton Co.. ™al live P«*Pf** 

Troy NY By live P ros P ec t s * 

mean people who 
are really in the market for a car of the 
type I am selling. 

These five prospects I concentrate on, 
calling, writing or telephoning each one of 
them every day until I secure the order of 
one of them. Then I re-commence canvass- 
ing until I have another live prospect, 
making the number again five. 

Thus each morning when I get up I have 
five live prospects to go right out and try to 
close with. I don't have to spend any time 
wondering who I'll call on to-day or thumb- 
ing over my prospect cards trying to pick 
out some likely ones. 

To any one who has never tried this plan 

Selling the Six-Cylinder Idea 

A Selling Talk to the Man who is Skeptical a» 

to Whether a Six-Cylinder Car is 

the Car for Him to Buy 


Tom Botterill. Denver. Col. 

"Mr. Brown you have asked the question 
as to whether we really believe the six- 
cylinder car has come to stay. Just let us 
turn from the Hud- 
son for a moment 
and go into the his- 
tory of higher priced 

"In the first place 
you will grant that 
medium priced mer- 
chandise or manu- 
factured goods are 
made to imitate, or 
at least to resemble, 
high grade goods of 
the same sort. 

"If you have care- 
GecR-Mdnto* **}}? observed you 

Tom Botterill, Denver, Col. will notice that 

there is not a single 
high grade car built in America today but 
has a six-cylinder motor, and I know that 
if you were going to pay four or five thous- 
and dollars for a motor car it would have 
to be a six-cylinder car. 

"If this is so, it is quite natural that all 
medium priced cars should follow the de- 
sign of the higher priced maker. 

"Then, again, if you agree with me that 
you would buy a six-cylinder car if you were 
going to pay five or six thousand dollars, it 
follows that a six-cylinder motor is a mighty 
good thing to have in a medium priced car, 
and it is safe to say that such engineering 
is bound to be placed in the medium priced 

"Without hesitation I can say to you that 
the depreciation on a six-cylinder car would 
be very much less than on a similar priced 
four-cylinder car, because the time is com- 
ing when there will not be a car built in 
America at $1,500 and over, of the four- 
cylinder type. 

"It was only a few years ago that one of 
the most prominent high grade makers 
came out and said that they would never 
build a six-cylinder car. In fact he was so 
emphatic about this that he said when their 
car was built with six cylinders it would 

also have square wheels. Within a year 
after that time this manufacturer found he 
was unable to sell his four-cylinder product 
and had to come to a six-cylinder model. 
This car was hastily designed and conse- 
quently was more or less experimental. 

"We now have almost a parallel case with 
makers of a leading four-cylinder car of this 
country, who are evading the building of a 
six-cylinder model as long as possible. But 
just as the high grade maker, that I spoke 
of, was unable with all his reputation to 
market four-cylinder cars, this medium 
priced maker will be compelled sooner or 
later to put out a six-cylinder machine. 

"You will notice that I am not going into 
technical reasons why a six-cylinder car is 
better than a four, I am simply trying to 
show you in my opinion, why the six-cylin- 
der has come to stay. 

"Now in regard to the Hudson Six, the 
Hudson Company are not trying to sell you 
an experimental car. Last year we pro- 
duced something like six thousand six- 
cylinder cars, and I can truthfully say to 
you that it was the most successful six- 
cylinder car ever produced by any manufac- 
turer as their first six-cylinder model. The 
good points of these 1913 six-cylinder cars, 
have all been retained and improvements 
added, with the result that I can offer you 
the new 6-40 with the fullest confidence in 
its ability to more than satisfy you." 

We Want Ideas — Not Experiences 

We find a little misunderstanding existing- 
among salesmen as to the class of material 
we want for this page. 

Some salesmen are writing us telling: 
about unusual sales, curious experiences, 
and things of this sort. These we are 
always interested in, but this is not exactly 
the class of matter we want. 

What we want is the salesman's ideas as to 
what constitutes the best selling argument 
for the Hudson. He need not necessarily 
have tried it out at all. It may be only an 
idea that is in his mind and that has never 
been tried or tested in any way. We don't 
want a man, for instance, to tell us how he 
took a certain prospect out and sold him a 
car. That is not the point. What we want 
is for him to tell us the idea that he had 
back of the sale and what was the argument 
that he used in order to induce the man to 
buy the car. 

If it was merely to take the car out and 
show how much mileage he could get out of 
the gasoline, then that comes under the head 
of the idea of demonstration only. If he 
takes the man out and climbs a particularly 
steep hill, it does not make any difference at 
all what hill it was, that idea falls under 
the head of showing hill climbing ability. 

A reading over of some of the items that 
have appeared in the last two or three 
Triangles will show salesmen just exactly 
what we mean. 

Please bear in mind, however, this one 
point and send us the idea and not the story 
of how you made the sale. It is the idea 
back of the sale that we are after. 


TWO 1913 TORPEDO BODIES for sale; for 
6-54 chassis; also the tops; both brand new. 


COUPE BODY for Hudson "37." Must be- 
cheap. REID MOTOR COMPANY, Quincy, 

111. i-*TV> 

Digitized by VjOOQ LC 






The Six-Cylinder Triumphant — Fifty-four out of Seventy-nine Exhi- 
bitors Show Sixes — Eighteen Show Sixes Only — No Dis- 
agreement as to Prominent Features of Show 

The New York show as the first of the big automobile shows of the 
year may be said to set the pace for others. 

And the New York show closed with a veritable landslide to the Six. 

The "Fours" were there in numbers and with all the electrical equip- 
ment and other improvements which have come to be regarded as stand- 
ard developments in design. But the "Sixes" were shown in a proportion 
altogether greater than ever before and at prices which plainly showed that 
the enjoyment of the "Six" is no longer to be confined to the very rich, but 
is now available at a price which puts "Six" flexibility, power and luxury 
well within the reach of the man of moderate means. 

A count of the exhibits showed that 54 out 
of 79 exhibited six-cylinder cars. And that 
18 of the makers showing Sixes made the 
Six their exclusive production. This fact 
was reported by the press bureau of the 
show in all the New York papers and excited 
a great deal of comment around the show 
and in the hotel lobbies. 

It was easy to gauge the spirit of the 
crowd. One had but to stand before an ex- 
hibit of either type and listen to the con- 
versation of visitors. The universal com- 
ment was: "Why buy a Four when a Six 
can be had for the same, or less, money?" 

Efforts were made by the advocates of the 
Four to stem the tide toward the newer type. 
Claims of extravagant gasoline consumption 
of the Six and statements that the Six was 
more complicated and cost more to build were 
easily proved incorrect. And these were 
about the only arguments the Four salesmen 
brought up. 

It was easy to see that the public knew in- 
stinctively that the day of the Six had come. 
Motor-car history was repeating itself. The 
one-cylinder and two-cylinder went out al- 
most over night when first the Four became 
dominant. And the hundreds of thousands 
who thronged the Grand Central Palace evi- 
dently were convinced that something of the 
same kind was happening to the Fours, now 
that the Six had been brought within reach 
of practically all buyers. 

Discerning buyers with $1,250 or more to 
spend on their cars seemed disinclined to 
purchase a type that every indication showed 
would drop rapidly in price as newer types 
increase in favor. Widely heralded improve- 
ments on four-cylinder cars appeared to be 
given but little consideration. The issue 
was squarely between six-cylinder motors 
and four-cylinder motors. This was above 
and beyond all the dominant note. And 
critical observers had no difficulty in recog- 
nizing which prevailed. 

The HUDSON LIGHT SIX easily was 
"King of the Show." Even on the streets 
passers-by would comment on the car. When 
Broadway stops to gape at a motor-car, there 
is something more than usual about it. And 
all New York that motors knew the HUDSON 

The cycle-cars failed to stampede the 
crowd as some had expected them to do. Nor 
did the small standard automobile excite 
much enthusiasm. There was evident a 
very decided disinclination to place much 
faith in the stamina and lasting qualities of 
these novelties. 

The crowd flocked about the booths, and 
gazed and talked, but very many were over- 
heard to question the practicability of these 
extremely lightly built vehicles. The consen- 
sus of opinion seemed to be that to stand the 
pace on the rough American roads something 
more of weight and size was a necessity. 

Price, after all, appeared to be the strong- 
est appeal in the little cars. Where a pros- 
pect was financially able to buy a standard 
car, the novelties and freaks failed to hold 
him. Very many expressed their belief that 
the purchase of a standard used car in good 
condition would be found preferable to the 
rather problematical results to be had from 
a lightly and cheaply built new car of the 
freak type. This attitude of the show 
crowds is worthy of attention as indicating 
the probable failure of the cycle cars and 
small cars to disturb the demand for stand- 
ard used cars. 

Keep File of Factory's Letters 

We urge upon all dealers who are not now 
doing so, the very great importance of the 
preservation and filing of letters from the 
Sales and Advertising Departments at the 

Here every department and head of depart- 
ment has a special loose-leaf binder in which 
are filed in numerical order all letters and 
circulars pertaining to his department. 

Dealers will notice that all such circular 
letters are numbered. It is a very easy 
matter indeed to slip these letters into a 
binder in their numerical order. This pre- 
serves them for future reference. It enhances 
their value very many times. It makes it 

possible for a new member of the organ- 
ization to have before him clear instructions 
and suggestions on many important points. 

In order to facilitate the installation of 
this system where it is not now in force, we 
have concluded an arrangement to punch all 
letters sent out for the standard binder, as 
illustrated herewith. We are also arranging 
to furnish these binders to dealers at actual 
net cost to us bought in quantities. 

The photo- 

iph shows the 

ither binder 

d the canvas 

ider and also 

3ws the meth- 

of handling. 

leather binder 

th nickel- 

ited rings and 

ring back and 

riding leaves, 

irked "Adver- 

ing," "Sales 


;., as shown, 

„o can sell for 

$2.30 postpaid. The canvas binder is exactly 

the same with the exception of the cover. 

This we can supply at $1.50 postpaid. 

We wish to impress dealers with the very 
great importance of establishing this system 
of filing. We do not know, of course, where 
it is now in force and where it is not used 
but we would suggest that it would be well 
to have this uniform binder in the hands of 
every dealer. The price we set upon it is 
less than the binder can be bought for even 
in the large cities. Our punching of the 
letters will fit all of these binders. This 
makes it very easy and convenient to handle 
the system. 

We trust that dealers will make it a point 
to see that their order is sent in for a binder. 
Orders can be handled on the regular method 
through the Parts Order Department, and 
charged to account as usual. We are order- 
ing a good supply of these binders and will 
be ready to ship them promptly upon receipt 
of orders from dealers. 

Electric Starting Dominates at 
New York Show 

Aside from the fact that the 1914 event 
was a "Six" show, it will go down in history 
as the first in which electric starting and 
lighting has become recognized as standard 
equipment. Pneumatic, gas and spring de- 
vices for starting were conspicuous by their 
absence. All /the manufacturers seem to 
have come to about the same opinion regard- 
ing the use of an electric unit not only for 
starting and lighting, but also for ignition 

It was said at the show that no less than 
100,000 cars would be built this year in 
which Ignition is drawn from the storage 
battery, instead of the old-time magneto. 

Digitized by UOOQ iC 





Considered as First Class Matter by Every Live, 

Prosperous Hudson Dealer. 



Automobile Salesmanship 

Director of Sales and Advertising 


Those who visited the New York show 
will endorse the title of this editorial. 

At the Grand Central Palace were col- 
lected the very best that America can pro- 
duce in automobiles. At the Astor House 
were shown, at the same time, a large num- 
ber of leading foreign cars. Ample oppor- 
tunity was afforded for close and careful 
study of all types and all individual cars. 

And the public endorsed the opinion that 

The public rules. In the last analysis, 
there is no appeal from its verdict. Time 
and again attempts have been made to give 
the buyers of motor-cars something they did 
not want. Such attempts have invariably 
ended in utter failure. A few cars may be 
sold of an obsolete type: a few experiments 
may be left to the buyer to test. But in the 
main the public buys only what it wants. It 
keeps close to the van of improvement and 

The unquestioned dominancy of the Sixes, 
and the fact that the HUDSON led the Six 
class, are admitted. People on the streets 
would say: "That's it That's the HUD- 
SON LIGHT SIX!" as the "40" passed. 
Groups of three and four would be seen 
shouldering their way through the crowd at 
the show headed, determinedly, for the 
HUDSON exhibit. Arrived there, the leader 
would indicate the "40" and exclaim to his 
companions: "That's it. Am I right or 
am I not?" 

There appears to be no doubt that WE'RE 

Then, with Davy Crockett, let's "Go 

Many reports are coming from the shows 
now in progress. The newspapers are full 
of them. Dealers and salesmen should make 
it a point to collect these reports and use 
them as selling ammunition. Note the many 
good points emphasized on the front page 
article in this issue of the Tbiangle. That 
54 makers of Sixes out of 79 exhibitors is 
worth noting. Do not fail to talk "The 
Year of the Six-Cylinder" on every possible 
occasion. We want this driven home to 
every motor-car buyer and user. It means 
business for all of us. 


Here is a little hint that may prove valu- 

When a prospect suggests that a Six burns 
more gasoline than a Four because six is 
greater than four, ask him what is the dif- 
ference between six times four and four 
times six. 

In other words, six times four small cyl- 
inders cannot possibly hold any more gas 
than four times six big cylinders. 

The meat of this misunderstanding of fuel 
consumption on the part of some prospects 
lies in the fact that the salesman does not 
sufficiently impress on him that the Sixes 
of today are made with comparatively small 
cylinders as compared with the big cylinders 
of the Fours. 

Use this 6x4 and 4x6 idea and see if it 
does not clear the air. 


Dealer's Reputation Best Business Asset 

The best argument in the world for the 
sale of motor cars is the reputation of the 
dealer who handles them. To be known as 
the man who gives the best service — who 
takes the best care of his customers — is a 
better selling argument than whole weeks 
of talk by the best salesmen in the world. 
As buyers we purchase exactly two things: 
One is the product we wish to use — the other 
is the service that is given with it. 

We all are willing to pay more for any 
article with service than for one without 

That is why one newsboy always sells out 
his papers, while other boys at equally 
advantageous locations, selling the same 
papers, never seem to get much trade. 

It is the reason that some waiters receive 
bigger tips than others; why some barbers 
are always busier than others; the reason 
why some stores do a bigger business at 
higher prices than competing stores do. 

It explains the success of lawyers, doctors, 
bankers, and men in all professions and 

It is service! 

Such service establishes a reputation. It 
is an asset that cannot be established by 
merely selling a first class article. 

In every walk of life the big prizes go 
to those who give service. 

The succesful automobile dealer of the 
future is he who builds such a reputation 
for himself. 

A man who has owned a number of auto- 
mobiles said recently that the next time he 
bought a car he was going to look closely 
into the dealer's reputation for fair dealing 
before he decided which car he would pur- 

This is heard everywhere. The demand 
for cars is more nearly supplied than it has 
ever been before. No dealer can succeed now 
by assuming an independent and dictatorial 
attitude toward his trade. He must not 
forget his customers after the sale is made. 

At the cost of thousands of dollars a 
month we maintain a service department 
to take care of the needs of Hudson 
owners. The dealer who neglects his cus- 
tomers is usually the first to complain when 
he receives inattention from a merchant in 
any other line. There is a promising future 
for the dealer who recognizes these things. 
The manufacturer must assume the same 
attitude toward the owners. 

The dealer who does not keep pace in the 
uplift of the industry will fail. Big men 
are making a success of the automobile busi- 
ness. It is a commercial enterprise that 
calls for intelligence and brains. 

The automobile dealer should be a mer- 
chant. He is rendering a public service. 
Whenever he ceases to satisfy the demands 
of his trade, he loses that trade. Some 
more progressive dealer will take it from 

The public has not and probably never 
will become a discriminating buyer. We 
choose most of the things we buy, not from 
knowledge of their worth so much as from 
the confidence we have in the maker and 
the seller. If the buyer has absolute con- 
fidence in the value of the product of the 
manufacturer, he will not choose such a 
thing as an automobile which carries with 
it a certain amount of service from the 
seller, unless he is assured that his neces- 
sities will be properly cared for. 

Automobiles are more nearly standard 
today than ever before. Some cars lead, 
but all give fairly good service and the 

[Began in January 3rd Imu«] 

dealer, though he may have the sale of the 
preferred car in his territory, cannot expect 
to hold the business, unless he himself holds 
the respect and confidence of the people of 
his community in his integrity and business 
honor. His consideration of the people to 
whom he has sold cars affects, to a great 
extent, the sales he hopes to make. 

These conditions obtain in all lines of 

In a small city a clothing merchant holds 
the agency for the largest selling line of 
men's clothing. Another dealer in that town 
who was unable to get the choice line, took 
the best he could get, and because of his 
immense popularity, gained by courteous and 
fair dealing — by service — soon built up the 
biggest clothing business in that portion of 
the state. 

His popularity — because of the service he 
gave — far excelled that of the clothing he 
was forced to handle. The manufacturer 
of the better known line investigated the 
conditions that were resulting in a loss of 
trade in that town and soon found it was 
due to the progressive methods of the 
one dealer who was taking the business 
to his store. This man did not even have 
the advantage of location in his favor. His 
store was on a side street, while that of 
the dealer who gave no service was in the 
best location in town. But the manufacturer 
of the leading line was after business and 
when he found the true conditions, he offered 
his line to the other man. It was accepted 
and his business grew greater than ever. 

It is not hard to imagine what became of 
the other dealer. 

Many dealers now in the automobile busi- 
ness are doomed to meet a similar fate. 
This may not seem to be a part of the talk 
on salesmanship, but it is very vitally 
associated with the subject. 

The dealer who remains in business will 
be the one who gives service. He will not 
be the man who overcharges for every atten- 
tion he gives to a car. He will not be the 
man who assumes that people must come 
to him. The dealer who has competitors of 
that sort need have no fear for the future. 
All that he need concern himself about is 
giving his trade the best service possible. 

If he will see that their wants are attended 
to and that all owners of cars he sells are 
delighted to do business with him, these 
customers will make for him the most 
effective selling machine he could possibly 

Instances are in existence without number 
where buyers have gone to a dealer of this 
character for their cars, not knowing and 
not caring what car they were to get. So 
confident were they that the dealer would 
not sell them a poor car, and that he would 
not fail to see that the car he sold gave them 
perfect satisfaction. 

With a car like the Hudson, the backing 
of a company as strong and reputable as the 
Hudson Motor Car Company, and a local 
reputation for taking care of his customers, 
the dealer has an assured certainty of suc- 
cess if he will but follow the simple business 
principles suggested in this series of articles 
in the Digest and in the Hudson Tbiangle. 


Treatment of Customers 

Cultivate the thoughtfulness, patience and 
tolerance that you wish to receive from 
persons with whom you deal. Remember 
that the man who has a motor car has paid 
his money for it, and part of that money 
has gone to pay your profit. Every order 
you take must be divided up into various 

(Continued on page 3, col. 3 

Digitized by vjOO 



Dealer B. F. Dixon of Washington, Iowa, 
sold two light Six-40's in the same afternoon. 
He is very enthusiastic over the 1914 Hudson 
and is confident that he will do a large business 
the coming season. 

Immediately after the Hudson factory con- 
tingent and the Hudson flve-car exhibit left 
New York the thermometer dropped to three 
below zero and the wind blew at 72 miles per 
hour. Manhattan seemed to be "peeved" be- 
cause the Hudsons went away. 

Hudson service roadmen have been coming to 
the factory recently, in numbers, in order that 
they might spend a little time learning the 
details and features of the new models. They 
are going out again, better equipped than ever 
to give efficient service to Hudson owners. 

Excerpt from a recent letter: "The speedome- 
ter registered below two miles on slow demon- 
stration on high gear to everyone's great sur- 
prise." These "slow demonstrations" are sur- 
prising not only prospects, but competitors. 
Have you tried it yet? 

North Yakima — always alert and progres- 
sive — has formed a Pezzerinktum Club. The 
name, according to Harry H. Andews, sug- 
gests pep, energy, and ability to deliver the 
"wallop" in 99 99/100 per cent style. More 
about this cracker-jack club in an early issue 
of the Triangle. 

From Edmonton, Alta., with a letter of in- 
troduction from A. M. Johnston of the Free- 
man Company, Ltd., there recently came to 
the Hudson factory Mr. Fred Bonsell whom we 
took pleasure in escorting through the beauti- 
ful Hudson factory. Needless to say, Mr. Bon- 
sell was delighted with his visit. By the way, 
the factory is growing larger every day — 
370,850 square feet now. Pretty good for three 
and a half years. 

The glad hand is hereby extended to the 
Black-Frasier Company, new Hudson hustlers 
in South Carolina. James M. Black is presi- 
dent and J. G. Frasier is secretary and treas- 
urer. Mr. Black was formerly vice president 
and general manager of the E. B. Lyon Motor 
Car Company at Durham, the principal office 
of the company, and Mr. Frasier was general 
manager of the South Carolina branch. 

From a number of automobiles standing near 
the Colonial Club in Chicago recently, Joy- 
riders took three machines. The strange part 
of it was they were all Hudsons. Says J. L. 
McLaren of the Louis Geyler Company: "It 
looked almost like a conspiracy because there 
were several much higher-priced cars in the 
number. The machines were recovered In each 
instance and were none the worse for their 
hard usage. The thieves showed discrimination 
and good judgment in picking Hudsons." 

Geo. W. Jiminez of the Hudson Sales Com- 
pany, Los Angeles, says: "In relation to nickle 
triangle being placed lengthwise or crosswise 
on radiator cap, would like to ask: Has any- 
one had the driver of a Hudson automobile 
refuse to place the nickle triangle on the radia- 
tor cap lengthwise or crosswise on account of 
scrupulous sentiment regarding the possibility 
of striking a pedestrian with the bumper and 
possibly throwing said pedestrian over the top 
of the radiator cap, in which case the driver 
is fearful that the triangle might tear the pedes- 
trian considerably. My advice to said driver 
is that should he unfortunately throw a pedes- 
trian over the radiator cap he should worry." 

The answer is ? 

"The great Segwalt" — as S. S. Toback, presi- 
dent of the A. E. Ranney Company of New 
York calls Irving Segwalt — "the man who ships 
the cars" — had the time of his young life at the 
New York show. It happened to be "Seg's" 
first visit to the little old town and he sure 
made the most of it. Part of his time was spent 
on the highest point of the Woolworth Build- 
ing tower singing, "Hello ! Hello ! New York 
town. I'm looking down at you." He helped 
push the liner Adriatic away from the dock, 
experimented with all the "owl" cars, inspected 
all but two of the Broadway cabaret shows, 
and generally had a real quiet, early-to-bed 
experience. Ask "Seg" about it when you come 
to the factory. 

Clipping from the "Rocky Mountain News," 
Denver: "A new Hudson 'Six' being tested over 
the snow-covered streets, was turned into a 
rescue car in the Colfax hill district, during 
the recent record-breaking snowfall. The 
demonstrator, seeing that numerous wayfarers 
were having a difficult time plowing through the 
snow, invited several to get into the car. By 
the time the machine arrived down town It was 
carrying a crowd of passengers inside and sev- 
eral were standing on the running boards." 
Take off your hats to the Hudson ! Sunshine 
or snow, over prairies or mountains, running 
light or loaded inside and out, it makes no 
difference so long as the car has a triangle on 
the radiator. 

Western Distributor's Magnificent Establishment 

A Clever Announcement 

From the Reid Motor Company, who are 
happy in the possession of the Main Chance 
in Quincy, 111., comes the following unique 


invites you to attend the first 

presentation of 


Saturday, December thirteenth 

to twentieth, inclusive 
Being closely related, our mod- 
esty forbids any reference to her — 
but, really, she is very trim and 
graceful, and undoubtedly the most 
beautiful of her type. Unlike the 
reputation of her sex, she is "light" 
on the pocketbook after she becomes 
a member of the household. 

Look her over. Yours for life for 
$1750 at her home in Detroit. 

Not as dignified, perhaps, as some "stand- 
patters" might desire but clever enough to 
attract no little attention. By the way did 
you have any special announcement of the 
first presentation of the Hudson Light Six? 
This sort of thing pays. 

Automobile Salesmanship 

(Continued from page 2). 

amounts that will take care of the cost 
price of the cars that you have in stock, of 
your overhead expense, lights, insurance, 
wages, etc., and also your interest on the 
money invested, and your profit. 

Therefore, you should realize the interest 
you must have in the buyer. If he makes a 
complaint about his car not giving service, 
place yourself in a similar position and 
remember that probably he is greatly incon- 
venienced by the fact that his car is not 
performing as it should. Perhaps he has 
to take the street car or walk. Little things 
annoy the buyer as they do all of us, and 
happiness is largely a matter of toleration. 

As a whole most buyers are considerate. 
Occasionally there are those who are not, 
but they nevertheless must be treated with 
consideration. The dealer must recognize 
that there are times when such customers 
have a legitimate complaint, and that it is 
his duty to serve them to the utmost. Serv- 
ice is the thing that has attracted them, and 
that service extends even to the detail of 
how we shall meet them, how we shall speak 
with them and how we shall write them. 

Marshall Field's rule: "The customer is 
always right," is one that can profitably be 
followed almost to the limit by automobile 
dealers and their salesmen. 

(To be continued ^^^^^ I ^ 

Digitized by VjOOv Ic 


&he Salesmen's Vage 

W. F. StockeU 

Imperial Motor Car Co. 

Naihville, Tenn. 

Working on the Prospect's Local 

ImperUI Motor Car Co., NaahrilU. Tenn. 

I had been trying to sell Mr. Prospect a 
Hudson Six for perhaps three weeks. He 
had not only ridden repeatedly in my car, 
but had also looked 
at every other make 
sold in the city sev- 
eral times. At last 
the impression got 
abroad that he was 
a "joy rider" and 
most of the salesmen 
stopped working on 
him. His favorite 
time for a demon- 
stration was Sunday 
afternoon and he 
wished to take his 
whole family along 
and any friends in 
the neighborhood 
that might be at lei- 
sure. He certainly had the "ear marks" of 
being a "joy rider." 

One morning as I was driving from the 
garage to Mr. Prospect's office, I was hailed 
by a salesman from a competitor's place of 
business who asked to be allowed to ride to 
town. Almost his first words after getting 
into the car were, "Have you sold Mr. Pros- 
pect yet?" in rather a joking and sarcastic 
way. I replied that Mr. Prospect had told 
me that he would purchase a Hudson Six 
and that I had full confidence in any state- 
ment he made. 

This brought forth much sarcasm from my 
competitor, who stated that he had been told 
the same thing several times and that Mr. P. 
was nothing more or less than a "joy rider" 
who had no idea of buying a car, but merely 
wished to ride in all the different makes in 
the city without buying. 

As soon as my passenger left the car, I 
drove on to Mr. Prospect's office. After a 
few remarks on impersonal subjects, I jok- 
ingly remarked that I heard a statement 
made a short while before that he was 
nothing but a joy rider and had no serious 
intention of buying a car. 

Mr. Prospect immediately flew into a rage 
and requested to know the name of my in- 
former, which I refused to give, and this 
turned his wrath upon me. He then stated 
that he supposed I must believe the same 
thing as I had repeated it to him. 

I felt that the crucial time had come and 
that upon the manner in which I acted in 
the next few moments I would either win or 
lose the sale. I therefore, looked him 
straight in the eye and spoke in a quiet, 
modulated tone of voice which was a great 
contrast to his excited manner. 

I stated that I had no doubt of his sin- 
cerity, that I had informed the man who 
had made the statement that I believed he 
was going to buy a car and also believed 
his statement to me that it would be a Hud- 
son car; also that the reason that he had 
taken so long and ridden in so many cars 
was that he wished to be thoroughly satis- 
fied as to the car he purchased and that 
I was in entire sympathy with him in this 
matter, that he had shown the same busi- 
ness judgment in selecting a car that he 
had shown in becoming a successful business 

I told him that he had now seen all 
the different makes on the market and was 
in a position to judge between them and 
that if he would give me his order for a 
Hudson Six, he would not only be getting 

the best value for his money but would also 
be silencing any rumors which might be 
going the rounds in regard to him. 

By the time I had finished talking Mr. 
Prospect had quieted down and I felt that 
I was nearer to him than I had ever been 
before. He took me into his confidence and 
told me that the real reason he had not 
purchased a car was because he was waiting 
for some money to come to him from a 
certain source and that it had been delayed 
longer than he had expected. That if I 
would come over the next day he would see 
if he could not get in this money and pur- 
chase my car. The next afternoon I received 
his signed order for a Hudson Six, and as 
soon as he signed it he shook hands with 
me in the friendliest way in the world and 
said, "Now I hope that you will take this 
contract with my signature and show it to 
the man who made those statements con- 
cerning me." 

This same plan is becoming very well 
known in our organization and we have 
worked it since, possibly five or six times, 
and it has never failed us. We are very 
careful to be sure of our ground before 
making any such statements, but with this 
class of customers we believe that this 
method is the best we have ever tried if it 
is done in such a way that you seem to 
be siding with the prospect against the 
public's opinion. 

I find it best in talking to customers 
among the fair sex that it is well to keep 
the bonnet closed except to show them where 
to pour in oil, and merely give them the 
same advice as quoted above. 

Incidentally, I would say that we inspect 
these cars regularly once every month with- 
out charge to the customer, going over every 
grease cup, inspecting the lubricants in the 
rear axle and transmission, testing the elec- 
trolyte in the storage batteries; and our 
customers on the Hudson do not really know 
what real trouble is. 

To the average feminine mind the elim- 
ination of unnecessary advice and the men- 
tioning of the three things to do as quoted 
above, will get their business, where Tim- 
ken Bearings, Selective Transmission and 
Delco Starter will frighten them away. 

We have at least one customer which 
proves this. 

Simplicity Idea Wins Sales 

Hartford, Conn. 

Calling your attention to a small para- 
graph on page 3, the first column of the 
issue of the Triangle of December 13th. 
This paragraph re 
fers to the necessit; 
of oil and water tc 
gether with gasolin 
for the prime esser 
tials of the Hudsor 
It would not be i 
bad scheme to var; 
this paragraph am 
put it in every issu 
for this has been m; 
pet argument sine 
we have receive! 
our first 1911 Hudsoi 
"33," and it has soli 
me two cars that 
know of positively 
The two orders re 

f erred to, the purcuasei uiu nut even bv 
beyond these three essentials and possibly 
the idea might be of some use to someone 
who has not laid due emphasis on these 

In 1911 we sold to the customer in ques- 
tion, a young lady of about twenty years 
of age, a second-hand Hudson Torpedo after 
quite a little argument. Her sole objection 
to gasoline cars was that there was so much 
machinery to look after. I told her if she 
supplied the motor with oil, the radiator 
with water and the gasoline tank with gaso- 
line that the car would run for her when- 
ever she wanted it to, and that we would 
look after the rest. At that time on the 
walls of her garage I wrote the words: "Oil, 
Water, Gasoline/' 

Suffice to say, that she purchased the car 
and has run it successfully until this fall 
when we sold the same for her and she 
placed her order with us this week for a 
Hudson Six-40. She remarked that following 
our advice written on the wall of her garage, 
she had filled the car up with these three 
essentials every day, and that the car had 
never failed her. 

Work Through Hudson Owners 

Eddie Bald Motor Co., Pittsburgh, Pa. 

I work almost entirely among the Hudson 
owners, who are getting good service from 
their cars. I just drop in for a friendly call 
and ask them how their cars are doing and 
offer any information they may desire. The 
conversation always drifts to the new models, 
and before I leave I have one or more good 
prospects, who are personal friends of the 

I list these prospects, always marking them 
"referred by" (owner who gave me the 
name). In this way I always have a per- 
sonal friend of the prospects and a friend 
who is a Hudson "booster." In my inter- 
view with the prospect I refer him back to 
the owner who gave me his name. In this 
way my prospect gets a very good impression 
of the Hudson and after a demonstration he 
usually places his name on the contract with- 
out any trouble. 

Helping the Small Town 

We particularly want ideas from the 
smaller cities and towns. In places where 
the dealer has no salesmen employed we 
consider the dealer himself as eligible to 
send in his ideas for this competition. Sev- 
eral already have done so. It is our pur- 
pose to make this page helpful to the smaller 
dealers even more than for the "big fellows." 
A big, powerful organization in a large city 
does not meet as many problems we some- 
times think as does the dealer in the towns 
and villages. Therefore we wish to concen- 
trate particularly on selling suggestions that 
will help the smaller dealers. 

1913 Auxiliary Seats for Sale 

We have a limited number of auxiliary 
seats for the 1913 Phaeton Model, and in 
order to clear our stock, are willing to sup- 
ply these at the very low figure of $40.00, 
list, subject to discount of 20 per cent, mak- 
ing the net cost per set of two sets, $32.00. 

This is an opportunity to convert some of 
the Phaeton's in your territory into seven 
passenger cars, and undoubtedly some of 
your customers will be interested in taking 
advantage of the offer. 

Will you advise us at your convenience 
just how many of these sets you will require? 

Write Sales Department. 

Digitized by UOOQ iC 







Turning a Knock Into a Boost 

And How It Was Done 

B. C. Forbes, Financial Editor of the Hearst 
New York American, on December 4 attributed 
much of the financial stringency to what he terms 
to be the unwise purchase of motor cars. 

This statement seemed to be not truthful and 
to injure the sale of motor cars. It certainly was 
misleading and was not calculated to increase buy- 
ing of automobiles. 

Being personally acquainted with Arthur 
Brisbane, Editor-in-Chief of the Hearst news- 
paper, Mr. Winningham wrote him, calling his 
attention to the article and suggested that if it 
were not expressive of the newspaper's attitude 
toward the automobile situation that Mr. Brisbane 
write an editorial expressing his view. Here is 
Mr. Brisbane's acknowledgment: 

New York Evening Journal, 
Office of A. Brisbane, 

Chicago, 111. 
December 29th, 1913. 

My dear Mr. Winningham :- 

I have your letter and the enclosure. The Chicago 
Evening American next Monday and the other Hearst 
papers later will contain an editorial partially replying 
to the particular statement to which you objected. 

I don't think such comment as that you send me 
makes the slightest difference. Any man who wants 
to buy an automobile is going to buy it — and the mere 
fact that somebody wants to sell him a gold bond or a 
gold brick won't keep him from buying it. 

It is, however, well enough to point out occasionally 
the fact that the man who sells an automobile is an 
actual benefactor, an educator. 

I mean to come back to this subject quite often 
between now and the beginning of spring when I 
suppose the automobile season opens up. 

(Signed) A. Brisbane. 
C. C. Winningham, Esq., 
Hudson Motor Car Co., 
Detroit, Mich. 

And the following is the first of a number of editorials that 
Mr. Brisbane has since published: 

Prom New York Evening Journal, Jan. 2, 1914. 

Charging Bard Times to 

"Automobile Extravagance" 

Why Not Charge It to High Finance at the Top and Whiskey at 
the Bottom? Either Costs More Than Automobiles. 

Copyright. 1914, by Star Company. 

demand for investments and 
the consequent grave shrink- 
age in the market value of se- 

* * * 

"Money, you know, must be 
saved before it can be Invested. 
The individual who spends ail 
he earns cannot buy one share 
of stock or even a $100 bond." 

One of the ablest writers and thinkers of the country is Mr. 
Forbes, who writes the daily financial letter in The American. 

But Mr. Forbes, we say it with loving kindness, drops several 
stitches in his mental knitting when he attributes the low price 
of stocks and bonds to automobile extravagance. 

Says Mr. Forbes: 

"The United States used to 
save from $500,000,000 to $750,- 
000,000 a year. 

* * * 

"The United States now 
spends for automobiles and au- 
tomobiling at least $750,000,- 
000 a year. 

* * * 

"Does this throw any light 
on the unprecedented lack of 

First, DOES the United States spend as much as seven 
hundred and fifty millions a year for automobiles? We HOPE 
so, but we are not sure. 

Second, can't this country afford to spend on health, happi- 
ness and the inspiring pleasure of motoring a small part of what 
it spends on whiskey or tobacco? 

Third, it was not the automobile manufacturers who put the 
price of New Haven from above two hundred and big dividends 
to below one hundred and no dividends. Some "widows and 
orphans" wish they had put their New Haven stock into a good 
automobile. Second hand it would be worth more than the New 
Haven today. 

Fourth, since whiskey costs much more than motoring and 
since motoring discourages whiskey drinking— drivers must be 
sober — why not fight whiskey instead of automobiles? Make the 
whiskey fiend put his whiskey money into a "$100 bond" and let 
the motorists go flying — that will be better for the country. 

Fifth, when you see a man with the car that he can afford, 
big or little, driving along a fine road with his wife beside him, 
his mother and children in the tonneau— do you really think he 
would be a better, more useful citizen if he put that motor money 
into some bonds, and let his mother, wife and the children sit 
indoors with their noses pressed against the glass — watching other 
motors go by? 

Sixth, what about life, liberty and the pursuit of happiness? 
Can't an American citizen spend his money as he likes— even if 
it does hurt the feelings of gentlemen in Wall Street whose 
business is selling watered stock and shady bonds? 

And, to drop the enumeration which might go on to a million, 
observe these facts: 

One healthy, happy family is worth many bonds. 

Seven hundred and fifty million dollars means about a million 
automobiles; that means about a million happy families. 

There are more and bigger dividends drawn on happiness and 
health than on any bonds that were ever bought. 

More of this hereafter. Meanwhile, BUY AN AUTOMO- 

Digitized by 






Considered as First Class Matter by Every Live, 

Prosperous Hudson Dealer. 




There are times when the thought of the 
variety of readers of the Triangle appals. 

How is it possible to prepare a weekly 
newspaper that will hold in it a message 
for every reader? How shall we know just 
the thought that will strike fire? How may 
we, in four short pages, say something to 
cheer and enthuse the stolid and the keen, 
the alert and the dull, the college man and 
the man who has pulled himself to the top 
of the ladder, the man from Maine and the 
native son of California? 

The problem is a big one. It would be 
impossible but for one thing — the help of 
our readers. 

More and more we are getting to the point 
we long have aimed at when the Triangle 
will be written by the men who read it. No 
one man can hope to hit 3,000 bull's-eyes 52 
times a year. But if every reader it an 
editor then may we expect to come nearer 
and nearer to 100 per cent with each issue. 

And, too, we ask our friends to remember 
that the Triangle is for "all sorts and con- 
ditions of men." What is one man's meat 
is another man's poison. What may give 
your brother salesman just the stimulus he 
seeks may be an old story to you. Yet there 
may be on the following page something 
that suits you, which HE passes by. 

If from a whole Triangle you get but 
ONE fresh idea, one new angle, one useful 
hint, you will be well repaid for the ten 
minutes' time occupied in reading it. 


Just because it is now winter, some dealers 
seem to have forgotten about the road signs. 
It will not be long before the spring and 
summer are again here and cars will be tour- 
ing about your section. It takes some time 
to make these road signs. Therefore, we 
must have orders early if you expect to have 
signs in time for the opening of the tour- 
ing season. 

Refer to the Triangle of November 29 
where illustrations and price of these signs 
are given. Send in your order at once for 
as many as you will need in your section. 
We urge upon dealers the importance of 
securing sufficient signs to cover their ter- 
ritory. One large distributor sent us an 
order for signs for all of his sub-dealers and 
gave these signs to these sub-dealers, free 
of charge, asking them to put them up in 
their territory. This distributor has suf- 
ficient confidence in the value of the signs 
to pay the expense himself. 

Please let us hear from more dealers with 
orders for these road signs so that we can 
have them ready for distribution at an early 

Gov.-elect Henry C. Stuart of Virginia is 
the latest state executive to purchase a 1914 
Hudson Six. Other political chiefs of states 
who are proud to drive Hudsons are Gov. 
Park Trammell of Florida and Gov. Ernest 
Lister of Washington. 

The art of selling consists as much in 
pleasing as in convincing. Show the pros- 
pect the pleasure to be obtained from own- 
ing a Hudson Six and let this convince him 
of the profit of buying. 

Automobile Salesmanship 


Director of Sales and Advertising 

[Began in January 3rd Issue] 


Making a Salesman of Yourself 

This chapter is for the man who is am- 
bitious to become a "star" salesman, to 
make the most money possible out of his 
work. It is also for the man who has just 
joined the selling end of the automobile 
business and wants to learn "how" cars are 

All salesmanship is based on a knowledge 
of human nature. On knowing how to ex- 
cite a person's interest, how to hold their 
attention and how to convince them of the 
truth of your assertions. 

Some salesmen are naturally "magnetic." 
That is people are attracted to them for 
some reason almost Impossible to explain. 
It is the same quality that makes a little 
child "take to" one person and avoid an- 
other; that makes a dog or a horse know 
instinctively the person who is its friend. 

This quality, however, can be cultivated. 
It results undoubtedly from the fact that 
these "magnetic" people are full of sym- 
pathy and consideration for others. They 
think of others before they think of them- 
selves. They are unselfish, generous, inter- 
ested in the things that Interest others. 

Cultivate this. Make people feel that you 
are really interested in their ideas. That 
you are anxious to please them, satisfy 
them, give them the very best you can in 
the direction of their wishes. For instance 
— as a practical suggestion — in all your 
talk make it "You," "You," "Your not "I," 
or "we." Don't say: "We get 10 miles to 
the gallon of gasoline with this six-cylinder 
Hudson." Say, "You will be pleased to find 
that you will get 10 miles, etc." Get the 

If you are a "green" man on selling motor 
cars take the Hudson Digest and live with 
it day and night until you have absorbed 
everything in it. You'll find that there is 
in this little book practically everything 
you will need to use in selling Hudson cars. 
Combine with this the Hudson Triangle. 
We pay $10,000 a year to publish the 
Triangle in addition to all the ideas we 
gather from every line of sales work avail- 
able to us. You won't use everything that 
you read there, of course, but you will find 
that after you have been studying it for a 
while that it will give you many ideas that 
you can utilize in your daily work. The 
best dealers in the big Hudson family follow, 
absolutely, the system recommended in th» 
Digest and in the Triangle. If you are 
half as successful as they have been you will 
have no cause to complain. 

You cannot know too much about the car. 
Or about other cars. Or about anything 
connected with the automobile business. Not 
because you are to use all this knowledge 
in talking with prospects, but simply so that 
you may be absolutely at home with any 
question that comes up. And there will be 
many and various questions presented by 
possible customers. It is amazing the variety 
of things that occur to different people. A 
man may be reading automobile papers 
and may ask you what "B. T. U." means. 
It won't do to say, "I don't know." You 
must be able to tell him that it means 
British Thermal Unit, and that it is an 
engineer's method of measuring heat units, 
which practically correspond with power 
units. Or a man may ask you what is this 
new "Motor Spirit." You must be able to 
tell him. This sort of thing, properly han- 
dled, will help to create confidence in you, 
and this in turn means sales. 

Therefore read, read, read. Study every- 
thing that has anything to do with auto- 

mobiles. Talk motor cars, eat motor cars, 
sleep motor cars, dream motor cars, figur- 
atively. You won't use all this knowledge 
you acquire, any more than you use, in 
your daily life, the geometry you studied at 
school. But you will be a better salesman 
for knowing it, and not only will you have 
more confidence in yourself, but you will 
excite the confidence of others by reason 
of the fact that you know these things. 

You can never know too much. Many 
salesmen fail because they know so little. 
If the prospect knows more than you about 
the Hudson car, or about motor cars in 
general you will be on the defensive all 
the time. He will "get your goat," and you'll 
lose the sale — inevitably. 

Stick to the Digest and the Triangle. 
And supplement this with a good motor 
paper that will give you the news of the 
trade and of other cars and other angles of 
the business. 

Selecting and Training Salesmen 

There are men who are "natural born 
salesmen." They seem to have the instinct 
that enables men to sell things. But in 
spite of this fact the best salesmen must be 
trained men. 

A selling organization such as we are 
trying to build up all over the world, is like 
an army. A big army of enthusiastic, hard- 
working soldiers can be simply cut to pieces 
by a much smaller body of well-drilled and 
well-trained men. It is the same with sell- 
ing motor cars. The trained salesman will 
beat the untrained man, no matter how 
clever he may be, nine times out of ten. 

Men who come to a dealer and say they 
have been so many years with such and 
such an automobile concern, etc., are not 
for that reason alone sure to be good sales- 
men. Rather the reverse. A man who is 
a really good salesman is not apt to be 
travelling about from one company or one 
dealer to another. In fact, the more places 
he has been in the more apt is he to be a 

It is often found that the man who makes 
the most successful salesman may not up to 
the time he comes to the dealer have been 
selling automobiles at all. Some of the best 
Hudson salesmen we know of have come 
from totally different lines of work. One 
man was a fireman, another a drug clerk, 
another a telegraph operator, another a 
book agent — and so on. 

Pick a man who is intelligent, alert, 
observant, . steady, ambitious, industrious, 
neat and clean without being "dudish," — a 
man who is a thinker and a reader of good 
literature and papers. You'll find such a 
man will be teachable, ambitious, a hard 
worker, rain or shine. 

Take this man and put him through the 
course of instruction suggested in this book. 
He can have a copy of the Hudson Digest 
and will soon be qualified to talk Hudson 
cars. Impress upon him the fact that the 
factory way of selling cars is the combined 
experience of hundreds of the best salesmen 
in the country. That no matter what he 
thinks about it, or what ideas he may have, 
that this way is the best way to sell Hudson 

Have all your men talk the same kind of 
talk. Have them all use the same argu- 
ments, the same illustrations, the same 
methods all through. Cultivate "team 
work," the kind of work that wins in every 
line of effort. 

(To be continued.) 

Digitized by 

nnnuea. ) 




C. L. Ross, of the Pacific Car Company, ad- 
vises us of the sale of a Slx-54 to the local 
manager of the branch of a company which 
controls the gas, electric and street railway 
systems in a number of cities. He suggests that 
we submit this information to our dealers in 
those cities where these companies and our- 
selves are represented, which has been done. 
Take Mr. Ross' tip and give us such information 
as this which you may happen to possess and 
we will pass it on. Nothing like an endless 
chain. You weld one link and we'll weld an- 
other, to continue the good work. 

Smith of Rochester, N. Y., used to sell insur- 
ance, and lots of it, according to reports. How- 
ever, he heard the "CALL of the HUDSON" 
and got busy. Now he's Junior member of the 
firm of Ailing & Smith and has the privilege of 
whiling away his leisure time getting names 
on the dotted line. He called at the factory 
recently and became quite enthusiastic. "There's 
a reason." 

W. A. Fosdick of The Rose-Fosdick Co., of 
Dallas, Tex., came north to escape the floods 
and see a snowstorm and, incidently, to visit 
the New York Show. The Hudson exhibit at 
the Show must have stirred him up some as 
he couldn't wait until it was over but en- 
trained in the middle of the week for the 
Hudson factory where he gave shipping in- 
structions on four cars and promised to give 
instructions on eight more within a week. Why 
not take in the Chicago Show? 

There is in Elmira, N. Y., a printer named 
W. H. Snyder, who has a keen eye for business, 
and also an eye for beauty. He Is, therefore, a 
Hudson enthusiast. He couldn't wait until 
our new dealers in his city, the Southern Tier 
Motor Co., secured their Six- 40 demonstrator, 
so he hustled right over to the factory to "have 
a look." Of course, his name is now on the 
dotted line. 

Echoes of the Mexican War were heard 
recently when A. B. Mohler of Mohler & De- 
Gress, dealers in Hudson cars in the City of 
Mexico, visited the factory- While filling out 
a specification sheet for another Hudson, he 

Attractive Small-Town Garage and Salesroom 

The "big fellows" 
haven't it all to them- 
selves when it comes 
to handsome sales- 
rooms and attractive 
buildings. Here is the 
business-like establish- 
ment of P. W. Kemp- 
ster & Co., of Pro- 
phetstown, 111. This 
is a live little town of 
only about 2,000 to 
3,000 population. 

Yet the Hudson 
dealer's garage would 
do credit to many a 
larger place. Much to 
be commended are the 
wide, roomy doors and 
windows. These, with 
the large glass, give 
an appearance of dig- 
nity and style that is unusual. The success of the small-town dealer is in pro- 
portion to the alertness and liveness he shows in the handling of his business. And 
nothing so impresses prospects as a well-built, well-kept garage and salesroom. It is 
by no means necessary that this should be expensive. Neatness and effectiveness can 
be had at very moderate expense. 

found time to remark that everyone in Mexico 
is sleeping on a dynamite mine and that most 
Americans have given up their homes and 
possessions to hurry back to the United States. 
Hudsons, however, are still being sold. Gen- 
eral Villa, the rebel leader, was one of the 
latest purchasers. 

This is the era of the "Triumphant Six," 
but those Fours which have a triangle on the 
radiator are still in the ring. Out in Van- 
couver recently, a Hudson "37" made a run 
of twelve miles to get a man whose place of 
business was on fire. The round trip of twenty- 
four miles was made in forty minutes. 

The Hudson is strong and business has 
been good out in Kansas City, Kansas, this 
season. A. H. Jennings, of the Northwestern 
Garage and Storage Co., and wife called at 
the Hudson factory a few days ago enroute to 
Florida for the winter. If Brother Jennings 
doesn't get the fever and start rushing things 
for one of our Florida dealers, we miss our 

Douglas Buckler helped the Tom Botterill 
Auto Co. sell so many Hudsons to the Mor- 
mons out in Salt Lake City that he earned a 
mid-winter vacation. He will visit Buffalo 
and return via Chicago while the big show is on. 

"Gold Is Where You Find It" 

Ask an expert metallurgist, geologist, or West- 
ern miner where gold will likely be found. He 
will answer, and this is a classic in the West: 
"Gold is where you find it." 

Nuggets of gold lie all about every man. The 
ability to see where riches lie is rarer than the 
ability to pick it up. 

Opportunities for business getting are greater 
far than the percentage that is made use of. Not 
one prospect in a hundred reaches the dotted 
line. Sales failures outnumber sales successes. 

No matter how good may be a dealer or sales- 
man, he still falls short of his possibilities. To 
strive to approach as closely as he can the 100 per 
cent mark is a daily task. None reach it, but 
many enlarge their powers and their profits by 
the trying. 

The experienced gold-seeker tests every pros- 
pect he comes across. Every outcrop holds the 
possibility of profit. Every watercourse may 
have hidden in its sands the yellow grains that 
spell success. 

So the successful motor-car dealer or salesman 
lets slip no opportunity of interesting the chance 
stranger. Many have entertained buyers una- 
wares. Every salesman has a record of sales 
made when they were least anticipated. It is al- 
most a proverb that most sales are unexpected. 

As gold is never in plain sight, so sales practi- 
cally never come of themselves. The richest ter- 
ritory exhibits least promise of results. No man 
would dream that Treadwell ore contained fabu- 
lous fortunes. The territory that you think abso- 
lutely barren may grow enough orders to make 
you ricA. 

The only way to find gold, and the only way to 
find orders, is to u search diligently." And as 
various and diverse methods are successful in 
securing gold, so many and varied are the chan- 
nels through which come motor-car orders. 

No one method can be said to be the best in 
getting gold. There is placer mining, and quartz 
mining. There is gold in the sands of Nome and 
in the granites of the Coeur d'Alenes. 

No one method will reach 100 per cent of 
motor-car orders. Personal effort, selling and fol- 
low-up letters, demonstrations, showrooms, serv- 
ice, advertising both national and local, — all 
these are ways of getting orders. Unless you use 
them cil you miss sales that will respond only to 
that special method. 

Be careful not to lose sales by narrow methods. 

And remember that gold — and orders — are 
"where you find them" — which means Every- 

Digitized by 



Z5he Salesmen's Page 

Sell the Company — Not the Car 


Hudson-Jones Automobile Co., 
Des Moines, la. 

In selling Hudson motor cars there is one 
particular line of argument I always employ 
and never feel timid about working it over- 
time. Many sales 
be made with 1 
or no reference 
mechanical const 
tion, especially if 
idea is intellige 

Not long since 
of my prospects i 
tioned some par 
the Light Six-40, 
ing a friend who 
had considerable 

perience with m 

cars had told him 

that it was not prac- u _, Ho ™« E ; Ma "^ n 

tical nor reliable. Huckon-Jone. Automobile Co. 

And the worst of it D « Mouic "- Ia - 

was, the prospect seemed to have implicit 
confidence in his friend's judgment and 
seemed determined to forget the Six-40. 

I said: "Mr. , you believe that 

the Hudson Motor Car Company have a 
large number of the world's very best 
mechanics, designers and builders, don't 
you? They are the most capable men obtain- 
able." "Yes." "They have been in this busi- 
ness all their lives, have made a study of 
it, and have much at stake. Now would you 
rather take their word, on which millions 
plus their reputation are based, or take your 
friend's judgment, who is possibly sincere, 
but who is positively not in a position to 
know much about it?" 

The same argument has another begin- 

ging such as: "Mr. , you want to 

buy a car you can depend upon, and the 
safest plan is to buy from a company that 
has grown larger and larger year after 
year through building a car that has stood 
up wonderfully and given the owner the 
satisfaction necessary. Another thing, Mr. 

, in all my experience I have 

always found the Hudson Motor Car Com- 
pany ready, willing and anxious to care for 
any just claim on account of defective 
material, etc., and I know personally, that 
they strive to be absolutely as fair with 
you as with themselves. However, if your 
claim is unjust, due to some carelessness on 
your driver's part, you of course, would 
not expect any gratis replacements. 

"And Mr. , the Hudson Motor 

Car Company is permanently and definitely 
situated over there in Detroit. They are 
not only financially substantial but power- 
fully so. Not long since they declared a 
million dollar dividend and put a quarter 
of a million in the surplus fund. All this 
is worth an unlimited amount to you in 
dollars and cents as an owner of a Hudson 

car, Mr. , and as an illustration, I 

want to tell you something else that you 
will appreciate. 

"Any successful business, or any part of 
a successful business, put on a strict sys- 
tematic basis and followed up, is bound to 
get results, isn't it?" "Yes." "One very 
important part of our business is to look 
after your car after you have purchased it, 
and this is how we do it. Here is one of 
the cards used in our card system. The 
day you purchase a car this card is filled in 
and filed, and on a certain day each month 
you are requested by the use of the post 
card attached, to bring your car to our 
shop for inspection where it is given the 

attention of our shop superintendent, who 
is an adept in his work. A record is made 
of everything done to your car. This is 
kept in our files. No charge is made for 
this any more than for the oil, etc., that 
may be put in it. This service is positively 
the best obtainable because our men here 
are specially trained and our interest in 
your individual car is especially keen. This 
affords you the maximum of satisfaction in 
driving a good car, and helps us by increas- 
ing our long list of satisfied owners." 

My idea, putting the whole in a nut shell, 
is to avoid mechanical construction and lay 
much stress on the manufacturers, their 
reputation in the past, their ability individ- 
ually and collectively, their strength finan- 
cially, and the Hudson service locally and 
universally, and last but not least, a dandy, 
beautiful, smooth, quiet car, at a most 
reasonable price. And beyond everything 
just mentioned believe it absolutely and be 
so enthusiastic you will inwardly bubble 
over at the sight of a prospect. 

Salesmen Must Sell Only One Line 

H. L. Arnold, Los Angeles, Calif. 

The automobile industry is in a state where 
extreme competition in selling travels with 
the highest grade of astuteness in the pro- 
duction of motor 
cars. This makes it 
necessary that the 
selling organization 
be composed of men 
who are considered 
more important than 
ever before, by the 
manufacturer as well 
as by the distributors. 
Because upon them 
depends the success 
or failure of the 
automobile business. 

The mechanical 
features of the auto- . 

mobile always will __ . 1^7 J r n ? n 
take a part in the H - L ' *"<**, Lo. An*el«. Cd. 
warfare but not so much as it did in years 
heretofore. The progressive mode of manu- 
facture and the improvements that are con- 
tinually coming to the consumer make it 
necessary that the salesman of today must 
equip himself properly for the firing line 
just as the officer in command of a company 
of soldiers in a regiment, or as the lawyer 
who is preparing to plead the case of a pris- 
oner before a court of law. 

Consequently you find throughout the 
entire industry a considerable amount of 
tombstones marking the spot where many a 
brave man has started out to sell automobiles 
without first being properly equipped, or 
having been at first successful has rested 
entirely upon his past record to continue 
his success but failed to keep up with the 
advancement of the times. 

In the first place for a Hudson salesman 
to be thoroughly competent he must keep 
himself "thoroughly sold" by keeping up 
with the progress of the competitive argu- 
ments brought out by other companies and 
he must know thoroughly the talking points, 
comparisons and information that is dis- 
tributed in the literature supplied by the 
Hudson Company. 

The salesman must bear in mind that the 
men selected to edit these publications are 
men who have been tried out and found to 
have made good and who have achieved 
prominence through their methods and suc- 
cess; that conception of the knowledge of 
these men is brought out in printed form 

and transmitted to us through their talks 
in the Triangle and other papers which are 
available to the ambitious and wide-awake 

In these publications we receive their very 
thoughts reproduced just the same as we 
hear in the record from a phonograph the 
ideal reproduction of the opera conceived 
in the mind of a master musician perhaps 
long passed away. 

There is no other automobile that can 
give the salesman the range of confidence in 
representing to a prospect the true value of 
his purchase than can the Hudson. And if 
the salesman is equipped with the true 
information of the record that the Hudson 
has made from the time of its inception, and 
is able point by point to bring out to the 
prospect that where there are cars that con- 
tain some of the features that the Hudson 
car contains, there is no other car on the 
market today that has all of these features, 
improved methods of manufacture, refine- 
ment in finish, quality, simplicity of con- 
struction embodied in it as does this latest 
achievement of Howard E. Coffin. 

The time is here when a man selecting the 
selling of automobiles must choose between 
being an ordinary salesman of any auto- 
mobile or becoming successful by special- 
izing with one make and* by equipping him- 
self thoroughly become valuable to his 

Short and Meaty 

The Bemb-Robinson Co., Detroit, Mich. 

DON'T give up the 
live one of yesterday 
for the live one that 
comes in today. 

Close the live one 
you had yesterday 
and then go after the 
one of today. 

DON'T run away 
from business to get 

These are ideas 
that have helped me C. N. White 

in getting the name The Bemb-Robrnwo Co., 
on the dotted line. Detroit, Mich. 

Winners Will be Announced at 
Early Date 

We had hoped to announce ere this the 
prize-winners in the Salesmen's Contest 
which closed December 31st, but owing to 
the many automobile shows that are now 
taking the time of the factory officials it 
has been delayed. The many contributions 
received showed some excellent ideas. These 
are now being assorted and considered. We 
confidently expect that the judges will have 
made their decision in time for the next 
Triangle. Certainly not later than the first 
issue in February. Just as soon as the win- 
ners are announced, checks will be mailed 
to each for the prizes won. 

In the meantime don't forget the Jan- 
uary, February and March series, now open. 
Send in your idea. It may not require more 
than a dozen words to state it, and yet it 
may win the prize. DON'T tell the story of 
any special sale. But DO give us the under- 
lying idea through which the sale was made. 
There are thousands of good ideas that have 
not yet been told. Send in YOURS. In 
telling it you are improving your own pow- 
ers. That alone is worth the effort. 

Digitized by 






Enthusiasm Moves Mountains 

Difficulties Vanish Before the Enthusiastic Salesman — With This In 

His Blood a Man May Move Mountains — Here Is 

the Story of a Miracle of Enthusiasm 

That great results — almost miracles of selling — can 
be achieved through enthusiasm never was better illus- 
trated than at a recent meeting of the Detroit Athletic 

Something of the same kind is possible of accom- 
plishment by each individual salesman, and in each in- 
dividual sale. One prospect may be enthused, hypno- 
tized, convinced, brought to the deciding point, just as 
was done in this in- 
stance with hun- 

The plan of course 
will differ. The de- 
tails will vary. But 
the principle is the 

Nine hundred 
members of the club 
gathered in the De- 
troit Board of Com- 
merce auditorium to 
hear Albert Kahn, 
the architect who 
drew the plans for 
the new Detroit Ath- 
letic Club building, 
explain the general 
layout of the club- 
house. The 900 lis- 
tened to the story 
and then in less than 
two hours bought 
$600,000 worth of 
second mortgage 
bonds to finance the 

A man who understood every phase of the selling art, 
conducted this phenomenal bond sale. That was Mr. 
Abner E. Larned, president of Larned, Carter & Com- 
pany, manufacturers. Of course, Mr. Larned had a 
good article to sell, and his "prospects" included a great 
many of the leading men in this wonderfully prosperous 
city. But Mr. Larned's skill in handling his prospects is 
the real reason for one of the most successful and spec- 
tacular financial campaigns of a clubhouse or civic en- 
terprise that this country probably has ever known. 

At the finish of the meeting, with the $600,000 over- 
subscribed by $1,500, the whole crowd was on its feet 
applauding, waving handkerchiefs and cheering wildly. 

The selling genius who conducted this meeting be- 
lieved in the old adage, "A plain tale speeds best, being 
plainly told." So, after the architect had shown the 
club members his stereopticon views of the plans and 
interior scenes, Mr. Larned, in a few words, stated the 
proposition of financing the club. He told his audience 
that $1,250,000 was needed to finance the club; that 
$600,000 of that sum would have to be taken care of by 

New home of Detroit Athletic Club, now building 

second mortgage bonds to be bought by members only 
and that the balance would be secured from a first 
mortgage loan and entrance fees. 

Civic pride was made the chief selling point in the 
wonderful two-hour campaign. Sign painters, each 
equipped with brush and easel, took up positions on the 
stage and painted on white canvas stretched over 
frames, the names of buyers of bonds as they were an- 
nounced by Mr. Larned 
from the platform. 

Directors of the 
club, with subscrip- 
tion blanks, rushed 
through the audience 
as rapidly as possible, 
securing subscrip- 
tions and constantly 
shouting out the 
names of the latest 
buyers of the securi- 
ties to the chairman 
of the meeting. 

Two or three big 
bankers who had 
subscribed for nomi- 
nal sums, raised their 
subscription five-fold. 
Four of the directors 
who had subscribed 
for $10,000 worth of 
the bonds, raised 
their subscriptions to 

As quickly as the 

crowd saw the ab- 

solute confidence 

placed by the leading men of the city in those bonds, 

the meeting became a veritable bedlam and civic spirit 

ran rampant. 

Every man present wanted to show to the rest of the 
world that Detroit was still the magic city of prosperity. 
The average bond purchase was $1,900. 

Thus one burst of enthusiasm financed what is de- 
signed to be the finest athletic club in the United States. 
The new building will be competed within a year. It 
will occupy an entire city block in the heart of down- 
town Detroit. It will be seven stories in height, built 
of white Bedford limestone and will contain every ad- 
vantage and luxury known to athletic clubs, such as 
swimming pool, gymnasium, handball and squash 
courts, fencing and boxing rooms, grill and dining 
rooms, billiards, bowling alleys, roof garden, and not 
the least important by any means, 120 fine bedrooms, 
each with bath, in which non-resident members and 
guests of the club may live in comfort during their vis- 
its to Detroit. 

Digitized by' 






Considered as First Class Matter by Every Live, 

Prosperous Hudson Dealer. 




From all parts of the country come to us 
reports of the ease with which the Hudson 
Six sells on demonstration. 

Herein is contained the proof of what has 
constantly been urged on dealers and sales- 
men. Instead of talking and arguing the 
superiority of the Hudson Six over Fours 
of various makes, get the prospect into the 
car. Give him a ride in this wonderful Six. 
Let him feel its smoothness, its charm, its 

If he drives a car let him take the wheel 
and experience for himself the delight of 
handling a Hudson Six. Get the intoxica- 
tion of the Six into his blood. Sell him on 
the performance of the car and ignore, for 
the time, its mechanical details, and its ap- 

Among the many letters received from 
salesmen, as contributions for the Sales- 
men's Page, nothing is more marked than 
that hard, difficult prospects were landed in 
the end by this ride in the car. When every- 
thing else failed the car itself made the sale. 

If then, the hard sales are finally landed 
by the demonstration ride, why not make 
that the aim and object of effort. Plan first 
of all to get the prospect into the car, second 
to have him drive it. The sales talk on 
beauty, ease of handling, smoothness of rid- 
ing, flexibility on high gear, may be made 
much more effective by the accompaniment 
of the object lesson given by the car itself. 

(We are quite aware that this is well 
understood by most dealers and salesmen. 
Yet it will lose nothing by its emphasis 


F. C. Reidman came all the way from Valley 
City, N. D., to sign a contract giving him the 
privilege of selling Hudsons. His wife and his 
12-year-old boy are both enthusiastic drivers 
and Hudson boosters, so they came along to 
make sure that the contract was properly signed 
and delivered. 

J. W. Colvin of The Warren Garage, War- 
ren, Pa., secured an order for a Sedan recently. 
He wanted to make sure he'd get one so he 
brought the order In person to the factory. He 
will get it. Pretty good scheme! Besides, we 
were glad to see him. Have you any more Sedan 

That "it pays to advertise" is exemplified by 
the frequent visitors from far-off places who call 
at the factory. A few days ago Chas. C. Ander- 
son of Glasgow, Scotland, who is touring the 
United States, found it convenient to call and 
inspect the Hudson Sedan and was so Impressed 
by the beauty of Its lines that he decided to 
place an order for one with The Rawlinson- 
Hudson Motor Car Distributing Co., Ltd., Lon- 
don. England, when he reached home. 

Edmonton, Alberta; Groton, Mass., and Red- 
ditch. England, contributed interesting visitors 
to the factory recently in the persons of Ernest 
Henkle, N. P. Stockbridge, and C. S. Griswold. 

Willard Mack, the popular stock-actor of 
Salt Lake City, is an enthusiastic Hudson 
owner. Recently he wrote us : "If ever a 
second story man chooses a motor car, it will 
be a Hudson because there is no way you 
can hear it coming except by the horn." Mr. 
Mack is not without honor as a prophet for out 
near Marion, Iowa, recently a Hudson owner 
was held up at the point of a gun and com- 
pelled to deliver his car to the highwayman. 
Big reward offered, but the sheriff doesn't own 
a Hudson and has little hope of catching the 

A. M. Sharp, of Henry Bros. & Sharp, La- 
porte, Ind., spent a week recently at the Delco 
school here in Detroit, learning the newest 
wrinkles on the 1914 starting, lighting and 
ignition systems. Of course, he called at the 
Hudson factory. That is how we know he is a 

Really, gentlemen, we hate to mention this, 
but here's another! "We have Just moved into 
our new quarters and are fixing up an attrac- 
tive salesroom." The letterhead says, "Ault- 
man Motor Co., Busy Distributors of Hudson 
Automobiles, Jacksonville, Pla." No wonder 
they're busy. Consider the car they sell. 

Ray Wise, formerly with Tom Botterill of 
Denver, Colo., stopped off at the factorv en- 
route to his new location with the Stowell 
Motor Car Co., Syracuse, N. Y. Here's for 
success, Mr. Wise! How about that selling 

From far away Calexico on the border line 
which divides the United States from turbulent 

Mexico we have received greetings for 1914 
and congratulations on our 1914 line from 
Renaud, Manning & Scruggs, our new dealers 
there. Here's what they say: "We have had 
the agency ten days, sold two cars and have 
five live wires in hand now. Sure enough all 
the Hudson needs is demonstrating. Took the 
first Six- 40 Roadster from Los Angeles to San 
Diego to Calexico through the Imperial Valley 
Passes and it was the center of admiration 
wherever it stopped." 

Factory callers of recent date were: Louis 
Geyler of Chicago, 111., who was busy getting 
ready for the National Auto Show to be held 
in his city during the week of January twenty- 
fourth ; E. D. Morat, who skidded in from Louis- 
ville, Ky., to tell us how handsome was the 
new salesroom of the Southern Motors Co. ; 
Chas. J. Moody, Elgin, 111., who says he will 
win a hundred dollars at the Chicago Show 
or bust; E. J. DeVille, of the Standard Motor 
Car Co., Dayton, O., who can't be discouraged 
by floods, and Arthur V. Deene, who sleigh- 
belled in from Exeter, N. H. 








Question — We are having some strong ar- 
guments put up to us on the question of 
durability because of the light weight of 
the Six-40. The claim is made by our com- 
petitors that because of its light weight, the 
"40" will not be as durable as will their 
heavy four-cylinder cars. Please write us 
something that we can use in our sales work 
or put in print, if necessary, on this point 

Answer — Within certain limits, the ques- 
tion of weight in a motor car is a matter 
that can only be decided by the structural 
engineer. Without, in any way, depreciat- 
ing the intelligence of the average buyer it 
can safely be stated that not one man in ten 
thousand is competent to say whether or 
not a car is strengthened or weakened by a 
lighter or a heavier weight of material. 

This is one of those points that must be 
left to the ability and reputation of the en- 
gineers of the company building the car. 
It can hardly be supposed that the Hudson 
engineers would risk the loss of their repu- 
tation by building an inferior car. All their 
future and all the future of the company 
rests upon the success of their product. 

There is a point at which a car is properly 
weighted for its size and the kind of service 
it is expected to give. There is a point at 
which a car of 123" wheel base will be suf- 
ficiently heavy to hold the road well and yet 
will not be costly on tires and power. 

This point has been determined by the 
Hudson engineers at twenty-nine hundred 
and eighty pounds. At this weight, the car 
is amply strong for all service it will be 
called upon to endure and it is sufficiently 
well weighted and balanced so that it will 
hold the road and ride pleasantly and agree- 
ably with the least possible consumption of 
gasoline and tires. 

Lightness of weight has been secured in 
every instance by quality of material rather 
than by using smaller parts, although there 
are many places where the dimensions of 
metal can be reduced, without in any way 
sacrificing necessary strength. 

To use a simple illustration: the crank 
case of many engines is made of cast iron. 
Other crank cases are made of manganese 
bronze. Others are made of aluminum or 
an aluminum alloy. The difference in weight 
between the cast iron crank case and the 
aluminum case is very great, yet the alumi- 
num case is better for the purpose, wears 
better, lasts longer and performs its functions 
much more satisfactorily than the cast iron. 
Here is an immense saving in weight and 
yet a corresponding gain in efficiency. 

It is possible to build a lighter engine in 
a six-cylinder type than in a four-cylinder 
type for the reason that explosive strains 
are much lower in the six-cylinder engine 

than in the four, for the same horse power. 
Thus, it has been possible to lighten the fly 
wheel, the piston assembly and other parts 
of the engine and yet secure greater power 
and lower consumption of fuel. This is one 
of the big advantages of the six-cylinder 

In a four-cylinder motor, the momentum 
of the fly wheel must carry it past the dead 
center, which occurs four times during each 
cycle. In the six-cylinder motor, there is no 
point Where there is an actual dead center, 
and the continuous turning power applied 
to the fly wheel makes it possible to make 
it very much lighter. The fly wheel weight 
of the six-cylinder motor is almost 50% 
lighter than the fly wheel of a four-cylinder 
motor. There is a big saving here of weight. 

This same saving of weight takes place 
in the piston assembly and in other portions 
of the motor. The six-cylinder motor of the 
Hudson Six-40 weighs about sixty pounds 
less than a typical four-cylinder motor of 
about the same horse power. This for the rea- 
son that the explosive strains and torsional 
strains are so much less in the six-cylinder 
motor that it is possible to very much 
lighten the parts without sacrificing any- 
thing in the way of strength or performance. 

Lightness and strength are by no means 
incompatible. In the old days of stone and 
brick construction, a building might be con- 
structed with walls twelve feet thick and 
yet it could not be built as tall and would 
not be as strong as the modern steel sky- 
scraper which is built of specially construc- 
ted steel framework riveted together. 

In olden days, a bridge was built of heavy- 
masonry, yet it was not anything like so 
strong as is the lightly constructed steel 
bridge of today. 

A bar of iron may be two inches in diam- 
eter and yet not be so strong or so well suited 
for its purpose as is the properly heat- 
treated steel bar of one-fourth its dimen- 

To repeat, Hudson engineers have placed 
the weight of the Six-40 at a point where it 
is ideal. It is heavy enough to hold the 
road and yet it is light enough to be easy 
on tires and fuel. That it will prove excep- 
tionally durable is already shown by the fact 
that very many Hudson "40's" have been 
driven long distances, under very adverse 
conditions, and have demonstrated abso- 
lutely the correctness of their design and 

For further reasons and arguments in 
connection with the weight of material and 
the use of the right material, see chapter 
headed "The Proper Material in the Proper 
Place," in the book, "Critical Analysis of 
Motor Cars of 1914," by Howard E. Coflftn. 

Digitized by UOOQ iC 


What the Automobile Means to Civilization 
and to the Individual 


(Copyrighted 1914, by New York American. 
Reprinted by permission.) 

The man who makes a good automobile, 
efficient and cheap for the crowd, or mag- 
nificent and dear for the few, is a benefactor 
of humanity. 

Great events come upon us so quickly that 
we scarcely see their meaning. 

Few of us realize that the automobile has 
done for the body of man what the telephone 
has done for his voice. 

The ONE PROBLEM of life is speed. 

He who can move, think and act quickly 
doubles his life. 

The automobile doubles the life and power 
of the busy man. To be without an auto- 
mobile, if you can possibly manage to get 
one, is to be out of date, cousin to the dodo, 
and brother to the ox. 

The struggle for speed has been the story 
of mankind. The telephone conquered dis- 
tance for the voice, the telegraph conquered 
distance for the written message. 

The automobile enables man to move about 
as rapidly as the bird — and now, the intelli- 
gent citizen is asking himself "WHAT ma- 
chine shall I buy?" 

Let us give some reasons why every man 
who can should buy some machine — big, 
snorting and expensive, if he can afford it, 
smaller, less expensive, but the greatest pos- 
sible addition to life, if the big one is too 

The automobile means economy. 

All that a man has in this life is TIME, 
and very little of that. 

The automobile adds to the power of an 
hour, adds hours to a man's day, doubles, 
triples and quadruples his EFFICIENCY. 
And this does not apply only to the doctor, 
with his many visits, or to the fashionable 
women rushed in nine directions by calling, 
shopping and other pleasures and duties. 

The automobile will do more for a small 

plumber than for a man of leisure. It will 
do more for a butcher, small contractor, or 
other little business man than for the richest 
citizen. Because the little man is more in 
need of the machine that means more work 

Long ago, when only "dudes," so called, 
rode bicycles, the envious scattered tacks 
and broken glass along the roads. 

We used to tell the workers then that one 
day THEY would be the chief users of the 
bicycle — and that statement is now fact. We 
tell the workers to-day that the time is com- 
ing when to them more than to any other 
class the cheap automobile or motorcycle 
car will be the greatest blessing, another 
"freeing of the serfs." 

A workman now can hardly believe that 
he ever opposed the bicycle as the amuse- 
ment of the rich — but he DID that. 

In a short time it will be unbelievable that 
vexatious laws and innumerable annoyances 
should have been devised to harass tnose en- 
gaged in developing the automobile. 

You can get a car now that will carry five 
men eighteen miles for twenty cents worth 
of gasoline. 

The man who writes this, with fifty horses 
standing in the stable on his farm, bought 
two automobiles to send farm hands to their 
work. It was foolish waste to let the men 
jog slowly behind farm horses, and the ma- 
even on a farm that produces the horses' 
food and does not yield gasoline. 

The day is here when the smallest trades- 
man, builder, skilled mechanic, can own an 
automobile ECONOMICALLY. Let a man 
care for his own machine — an intelligent boy 
of fifteen can do it. 

Let the owner consider that he is using 
HIS valuable property as he drives. Then 
the life of a machine low in price is almost 
without limit. And the ownership of a car, 
far from being an extravagance, is an actual 

economy. It saves time and makes money 
during the week. It gives happiness to the 
entire family on Sunday. It is healthful, 
useful pleasure that discourages pleasures 
that are harmful. 

The money that has carried hundreds of 
thousands of men no farther than the corner 
saloon would take the whole family out in 
the country on Sunday. 

Whiskey and whiskey sellers hate the 
automobile, and well they may. 

The little man's car is here already. The 
workman's car is not far away. Within five 
years the tin dinner pail will rest beside the 
clutch and the brake at the bottom of a small 
car. The wife will drive her husband to 
work — take her children to school, do her 
marketing — no longer tied down to the prices 
of the nearest stores. 

Many a weary workman at the day's end, 
seeing the birds flying so easily to their 
nests, has wished that he, too, had wings. 

Now the automobile will actually GIVE 
him wings. The day's end need no longer 
mean a weary tramp across country roads, 
or a long journey, hanging to a strap in the 
city street cars. One workman will take his 
friend home one day. The friend will do the 
same next day. 

And workers thus relieved of drudgery will 
have for their employers an added value 
greater than the cost of the gasoline. 

First we had the "white ghost" and the 
"red devil," toys for rich young men. 

Then we had beautiful, quite expensive 
limousines, ideal for nervous old ladies. 

Then we got the wonderful machines of 
low price, within the reach of the citizens 
of small means. Soon we shall have the 
workman's car — then the automobile job will 
be complete. 

What reward, what praise can be too great 
for the men who have put genius, fortune, 
inventive power, courage and endless am- 
bition into the making of the nation's auto- 
mobiles. Those men are in the highest 
sense benefactors of their kind. Long life 
to them, more success to them. They see 
ahead and know that the automobile age is 
just beginning. Our six million farms alone 
mean six million automobiles — he who doubts 
that is a baby. The great work has only 

Three cheers for the automobile, which 
repays ten times over in health, cash and 
happiness every dollar that it costs. 

Beautiful and Business-like Garage and Salesroom 

This beautiful and excellently planned 
garage and salesroom is worthy of special 
mention. In locations where a similar con- 
struction may be used on a sidehill this type 
of building will be found most convenient. 
Or the front may be approached by a slight 
rise to admit of the placing of the drive- 
way to the garage and repair shop in the 
rear. An elevator carries cars to the third 
story. Some space is wasted in the front, 
but except in cities where real estate is high- 
priced this can well be afforded because of 
the attractive appearance of the building. It 
is, in fact, good advertising. 

The Weldon Garage, Greenfield, Massachusetts. George W. Wilcox, Proprietor. 

Read the Digest. It Answers 
Questions, Saves Writing the 
Factory and Makes Sales. 


PENNANTS, with wording "Hudson Six," for sale 
by the factory. White lettering on blue ground, 
first quality felt, extra well made and sewed, 
come in rights and lefts; price, 40c a pair NET. 
Hold only in pairs and not less than five pairs on 
an order. Use regular Parts Order Blank. 


NICKEL-PLATED TRIANGLES for radiator caps. 
About two Inches high, extra quality nickel plated 
on red brass; each Triangle, with attaching bolt 
and lock washer, carefully packed In strong card- 
board box ready for mailing; 20c each NET. 
Use regular Parts Order Blank. 

Digitized by VjOOQIC 


&he Salesmen's Vage 

Winter Stuff 


Washington Auto Co., North Yakima, Wash. 

It's different selling automobiles in the 
fall, and then again it's different when 
autumn crispness has turned to winter chill. 
Shady lanes have 
become quagmires 
and cross roads now 
resemble hog-wal- 

Snow and frost 
have added to the 

Say the revellers, 
"A bas the moon- 
light ride— Vive la 

"To be or not to 
be," mused the auto- 
mobile salesman one 
morning. "Whether 
'tis nobler to starve 
and thus to die." 

Harry H. Andrewt 
Washington Auto Co. 
North Yakima. Wash. 

Just here his manhood asserted itself. 
Taking out his prospect list he selected 
the name of an owner in the three "P" 

An interview was sought and granted. 
The improvement in body design as exempli- 
fied in the latest models proved an interest- 
ing topic, the salesman drawing attention 
to the fact that with the arrival of the pure 
stream-line body the final stage in the 
transition from bodies modeled after horse 
drawn vehicles has passed. 

Interest was further aroused by skilfully 
pointing out the perfect symmetry of front 
and rear and the harmonious sweeping lines 
of the sensational Hudson Six-54. The oval 
crowned fenders, clear running boards, worm 
driven speedometer gears and completeness 
of detail served to enhance the favorable 
comment already expressed by the prospect. 

Confidence was established by reference 
to the achievements of Howard E. Coffin in 
engineering motordom. Also by reciting the 
opinion of a well known professor of en- 
gineering in an eastern university, who has 
been telling his students that the motor of 
the Hudson 54 is the ideal type of gas 
engine for automobiles. 

Artful allusions to the luxury of the 
upholstery, superb riding and driving qual- 
ities, stimulated desire for possession. Fuel 
was added to the flame by explaining that 
the Hudson 54 embodies the dignity of a 
model developed at the dictation of kings. 

Looking his listener squarely in the eye, 
our salesman now proffered a fountain pen 
with his left hand and projected the dotted 
line across the range of vision with his 

Action was almost induced when a gust 
of wind whistled around the gable of the 
building, striking a shiver and chill into 
the recesses of soul and sinew. 

"In the spring I — " 

"Mr. ," interrupted the salesman, 

"this is an age of specialization, the results 
of which are embodied no more wonderfully 
in this car than in the marvelous business 
machine of which you yourself are a part. 
The one reflects the other; each is a counter- 
part of the other. Your scheme of life under 
existing conditions entails both business and 
social obligations. You find it necessary to 
take advantage of every time-saving device at 
your command. This is one of them. It 
ministers to both business and social 
requirements and it is as inextricably woven 
into your life as is love for your wife. The 
game of life is robbed of its zest unless 

you can have a few of the things worth 
while when you want them. 

"Mr. , when you realized that you 

were in love did you wait for the moon to 
change before you asked the young lady? 
Please sign there." 

And he did. 

Strike Hard on the Hot Iron 

Manager for Guy L. Smith, Omaha, Neb. 

In selling a Hudson, I have three fixed 
rules which I find produce results. 

First, when I hear of a prospect, I get to 
him at once. Second, I quickly appraise his 
temperament and characteristics. Third, I 
jump into the work 
of selling as though 
my whole career de- 
pended upon this one 
sale and, as delay is 
dangerous, my object 
is to get the order 
before the prospect 
gets out of my sight. 
Working along 
these lines, I recent- 
ly closed a sale that 
contained some un- 
usual circumstances. 
About ten o'clock one 
R. W. Craig morning, I heard 

Manager, Guy L. Smith that a Wealthy rail- 

Omaha, Neb. road contractor of 

our city was going to buy a car at once. I 
'phoned the contractor that I would be out 
with a Hudson Six-54 in ten minutes. He 
said it would be a waste of time, as he had 
decided on a popular four-cylinder car, and 
would place his order before noon. I lost no 
time in getting out to his house, but it 
looked like a hopeless job when he even re- 
fused to come out and look at the Hudson. 
Through a little tact, I forced him to invite 
me into the house. I then began to analyze 
this man. I started a discussion of auto- 
mobiles and made him do most of the talk- 
ing. It was during his talk that I gained 
the knowledge which made possible the sale 
of a Hudson. I learned that he had owned 
six or seven automobiles, all of the four- 
cylinder type, and that he had a very fair 
knowledge of motor car construction. How- 
ever, the most important information he 
gave me was that it was only the night be- 
fore that he had decided on the four-cylinder 
car, as he had been very near to buying a 
high priced six-cylinder car of a prominent 

After nearly an hour, I talked him into a 
ride (I did not dare call it a demonstration). 
During the ride, I threw every ounce of my 
force into my Hudson sales argument, realiz- 
ing that I would have but one chance at him. 
He had changed his mind once in twenty- 
four hours; he could be made to change it 
again. I must get that order before he left 

After riding around for an hour and a half, 
I drove to our salesroom, where I could go 
into further details regarding Hudson qual- 
ity, Hudson policies and Guy L. Smith's 

At the right moment, I handed him an 
order blank and a pencil. It was a diplo- 
matic command, and he surrendered without 
any hesitancy. His mind had worked with 
my own. I got a check for the full amount, 
and delivered the car before he left our place. 
There was no possibility of his again chang- 
ing his mind. 

This wealthy contractor now says his Hud- 
son Six is the best automobile in the world. 

The Personal Story 

Bemb-Robinson Co., Detroit, Mich. 

I sell the Hudson by telling a prospect my 
reasons for becoming connected with the 
Hudson, rather than with other makes. 

I come out frankly 
and state that I am 
new in the automo- 
bile business, but 
have had fifteen 
years' experience in 
selling merchandise. 
After an exhaust- 
ive survey of auto- 
mobile dealers, I 
found what I was 
looking for in The 
Bemb-Robinson Co., 
a firm that kept 
abreast of the times, 
Robt. G. Qark in properly present- 

The Banb-RobmtoQ Co. i n g their Selling 

Ddro rt product to the pub- 

lic, and one that would go the limit on 

From the standpoint of the car itself, I 
had to find a car with such a reputation that 
the mere name would create confidence as to 
correct mechanical construction and would 
not require a knowledge of mechanics on my 
part to demonstrate its successful operation. 

Highest beauty of design and greatest 
amount of quality in construction were big 
points for me to consider. I found them only 
in the Hudson. 

Method of manufacture, so as to place a 
car of the highest value at the lowest net 
cash price, was absolutely essential, and only 
in the Hudson did I find my answer. In 
other words, I must find a car that could be 
sold as other merchandise is sold. 

I further decided to find a producer that 
had made a most wonderful financial success 
in the past, from carrying out some fixed 
policy that would show close inspection, and 
one that was to be retained for the future 
as a protection to the public, that they would 
always be in the automobile field. In the 
Hudson I found a company remarkably 
founded on the sound policy of building what 
the public demands, and their correct fore- 
knowledge was in substantial evidence by 
looking up and investigating their record. 

All of these things I tell the prospect, were 
vital to me. I was to give up a most suc- 
cessful line that I had carried for five years 
and which netted me a far greater income 
than I could hope to secure until after some 
years of automobile selling. 

In the Hudson I found all that I sought, 
and if IT is good enough for me to stake my 
all on as a present and future bread winner, 
then surely you must have faith in my pre- 
sentation of Hudson excellence before you 
as a buyer. 

I find that this puts me on solid ground 
and I can then meet my prospect at any 
angle, by a little diplomatic action. 

Ex-President Roosevelt, now in South 
America was "Dee-Lighted" to ride up the 
Cerro Mountain in Uruguay recently at 
twenty miles per hour in a "54." To use his 
own words, "It's some car." This ought to 
convince anyone that the Hudson line is the 
proper thing for "our best people." If there 
still be any "doubting Thomases," remember 
that President Thomas Woodrow Wilson put 
the seal of official approval on the Hudson 
by taking a ride around the city of Mobile, 
Ala., when he visited that city recently. 
Get busy with "the men higher up." They 
will by their influence make other sales for 

Digitized by 








"The Day of the Automobile is Only Beginning" 

Here is a Geyser of Enthusiasm and a Whole Fountain of Selling Argument Written 

by Arthur Brisbane, the Highest Paid Editorial Writer in the World. 

Use it in Your Selling Talk on the Prospect Who Needs It 

Eagles live to be a hundred years old — and older. 
Fresh air does that for them. 

The automobile will do for you what the eagle's 
wings do for him. Get an automobile. 

The trout, living in swift running water, is marvelous 
for speed, health, gameness and beauty. Water to him 
is what air is to you. Plenty of swift moving water means 
a brilliant fish. Plenty of swift moving air means a 
healthier, more brilliant human being. Nothing is more 
dismal than the wide-mouthed sucker fish, lying at the 
bottom of the stagnant pond — get an automobile. 

Now is the time to realize that the marvels of auto- 
mobile building and using are only BEGINNING. 

You can buy for $5,000 an automobile WORTH 
EVERY CENT of the money. 

You can buy for $500 an automobile that would be 
well worth $5,000 — if it could not be bought for less. 

Where thousands of automobiles have been sold tens 
of thousands WILL be sold. 

Whoever talks of national "automobile extravagance" 
might as well talk of railroad extravagance. We need 
automobiles as we need railroads — and before long good 
roads plus cheap machines will make the motor more 
important than the steam car in passenger carrying. 

The dull minded take out their little pencils and cal- 
culate how much automobiles have cost the country. 
What of it? 

Railroads have cost the country thirteen thousand 
million dollars for construction alone — and scores of thou- 
sands of millions for upkeep— and they have been cheap 
at the price. We need more railroads. 

Automobiles are cheap at their price — and we need 
more, millions more. 

This country needs a machine for every one of its 
six million prosperous farms. The machine will make 
every one of those farms MORE prosperous, saving the 
farmers time, leaving the horses for slow farm work, 
giving the poor wife a chance to stop drudgery, making 
file young man content to stay on the land. 

Every one of our millions of farmers needs a car and 

Every little business man, plumber, carpenter, 
butcher, baker, needs and will have a car. 

Why talk of "the end of the automobile boom" when 
there is no boom, when any sane man can see in the 
country NOW five millions of citizens without a car that 
should have one and could use it economically. 

As well talk of an end of the ELECTRIC LIGHT 
BOOM or "gas boom" as to an automobile boom. 

The motor has helped men to conquer space — it is 
here to last forever, and its only competitor will be the 
safe, cheap Hying machine, still some distance away. 

The flying machine, never falling, using no tires, 
with good air roads all around this planet, will be the 
great distance killer. 

(Copyrighted 1914 

Reprinted by 

While waiting for that, GET AN AUTOMOBILE. 

Your kind of car is READY FOR YOU. Go to the 
automobile show and get it. 

You can take your family twenty miles with twenty 
cents worth of gasoline. That is cheap enough. 

A car decently cared for will run ONE HUNDRED 

And it will save easily more than its cost in actual 
time saving, even if the owner's time is not worth more 
than three dollars a day. 

So much for the cheap cars which have been 
marvelously developed. 

There are cars CHEAP at all prices, from the lowest 
to the highest. A man's duty is to buy the BEST that 
he can afford. He owes that to his family, himself, and 
to the manufacturers who are entitled to support. 

Get the BEST you can afford to pay for. But be 
sure it is the best CAR, not merely the higher price. 
Read descriptions, compare values. Visit the automobile 
show and let the young men tell you exactly WHY. You 
will find them the most plausible, convincing and inspir- 
ing lot of merchants that this earth has seen since the 
days of the Phoenicians. 

Hear their story. 


Vanity is foolish, but the automobile has nothing to 
do with vanity or show. 

A family can save what the automobile costs, if it 
must save. 

With a small car, the business man may live in the 
country more conveniently than in the city. 

The car takes him to his work— or his suburban 
train. It does all the errands for the family. The wife 
can run it. It takes the children to school. In hot sum- 
mer weather, it makes a seaside home of the little house 
fifteen miles from the shore — three-quarters of an hour 
in refreshing, swift moving air, a bath in the ocean, the 
ride home — all the family happy. That is just ONE 
thing that the cheap motor will do among a thousand 

The New York American very reasonably predicts 
that the car of the workman will soon be here, the 
machine that can be profitably and economically owned 
by the workman at $2 a day. Already we have the car 
that means not extravagance, but economy to the man 
who earns $25 a week. 

The day of the automobile is only beginning. Join 
the army of automobile owners. 

Get the best, study the subject, know your own car 


by Star Company) 







Considered as First Class Matter by Every Live, 

Prosperous Hudson Dealer. 




Half the failures in life result from the in- 
ability or unwillingness of the individual to 
"fit in." 

On the other hand the successful men are 
the adjustable men. 

Frequently employes feel that they are 
only half appreciated. They are ambitious, 
eager to do things, full of initiative. Yet they 
plug along — they feel — with never a chance 
to show the stuff they are made of. 

And when they do not progress as fast as 
they feel they should, when their ambition is 
dulled and thwarted, they become depressed, 
lose heart, and quit. 

Yet had they sat tight and "fitted in" 
everything might have righted itself by the 
mere lapse of time. 

Not always can circumstances be all that 
one might desire. The perfect factory, deal- 
er or salesman, has yet to be discovered. Yet 
much may be done by a disposition to adapt 
one's-self to circumstances, and to "fit in" to 
the best of one's ability. 

We are all creatures of habit. And to train 
ourselves to a new habit is very easy. You 
may not like to get up at 6 A. M. Yet it be- 
comes second nature after awhile. Then you 
don't mind it. You have "fitted in." 

The manager or "boss" in your organiza- 
tion may not be quite as appreciative or ob- 
servant as you think he should be. Yet when 
you recall that he probably has problems of 
his own you can overlook what you think 
short sightedness and see only his energy and 
productiveness. You have "fitted in." 

Maybe you are a dealer, and have an ex- 
cellent salesman, but one who annoys you by 
some peculiar personal habits. Yet when 
you think of the orders he brings in you 
can afford to overlook his individualities. 
You too have "fitted in." 

Thus in every organization, be it large or 
small, there are places where we must ac- 
commodate ourselves to the corners, the 
angles, the odd or objectionable conditions in 
which fate has placed us. 

And happy is the man who can cultivate 
the "fit in" habit. For he thus avoids ner- 
vousness, irritation, depression and conse- 
quent waste of time and energy. He permits 
others to have peculiarities maybe, as he may 
himself have them. He recognizes that no 
two people ever do things the same way, and 
thus he cultivates a "fitting in" frame of 
mind that works to success and satisfaction 
for* all interested. 

"Fit in." 

Automobile Salesmanship 


C. C. Hopkins, head of the famous copy 
staff of Lord & Thomas of Chicago, says: 
"The Triangle is the best written and snap- 
piest automobile publication I know of. I 
saw an article recently entitled 'The Sales- 
Manager's Six- Word Rule' that should be 
posted on the wall of every sales department 
in America. The Triangle is always full of 
just such helpful matter." 

Of course that doesn't make the Triangle 
any different. But it may be interesting to 
readers — dealers and salesmen — to know the 
judgment of it by a man who earns a salary 
larger than is received by the president of 
the United States. 


Director of Sales and Advertising 

[Began in January 3rd Issue] 

Meeting Prospects in the Salesroom 

On the part of the dealer, it should be 
an invariable rule that there should be some- 
one in the salesroom at all times during 
business hours to meet and wait upon callers. 
Often the old proverb of entertaining angels 
unawares will result. It is never safe to 
neglect even the most unlikely-looking caller. 
Many a sale has been lost through the fact 
that there was no one in the salesroom, or 
because of indifference — apparent if not real 
— of employes. 

If, however, it is not possible for someone 
to talk definitely with callers in regard to 
the car a system should be used of getting 
the caller's name and address, and an ap- 
pointment should be made for a call upon 
the prospect at his office, or arrangement 
made for a later call during an hour when 
a salesman would be present at the dealer's 

From the view-point of the salesman the 
entrance of a prospect to the salesroom is 
the beginning of a new opportunity. The 
caller may have been influenced in many 
ways to the call ; he may have been receiving 
the follow-up letters; he may have been sent 
in by a friend, or a "booster" for the Hud- 
son dealer; or he may have just dropped 
in when passing because of curiosity to see 
the car or because of some window display 
or store sign. 

After a courteous and smiling greeting the 
salesman's first object should be to get on 
the same footing with his caller. He should 
ascertain what it was that brought him into 
the store; what he had in his mind about 
the car; if he was already an owner of 
another make of car; if he contemplated 
the purchase of a new car, of any make; 
and other foundation facts of this nature. 

This information need not be gained by 
direct questioning; in fact it is better not 
to be. It can be picked up by adroit conver- 
sation directed apparently without special 
intention to the subject the salesman has in 

Smoking is objectionable to some people. 
Hence the salesman, if smoking at the time 
the prospect comes in, had better, to be on 
the safe side, lay his cigar or cigarette aside 
before meeting the caller. 

As soon as you have determined the model 
in which the caller is most interested get 
him into the driver's seat, and talk with him 
while he is seated there. The psychological 
suggestion arising from being seated with 
his feet on the pedals and his hand on the 
steering wheel is of great advantage in 
directing the line of thought of the prospect. 

How to Talk to Prospects 

Having developed, to some extent, the 
thought of the caller it will be in order for 
the salesman to follow out this hint and 
work his selling talk along the line of least 

If the caller wants to talk let him do so. 
When a man talks freely he is apt to give 
up precisely the information that the sales- 
man wants. In any case do not contradict, 
or argue, or divert the prospect's mind 
from the subject. If he shows a tendency 
himself to wander from it gently draw him 
back by a remark slipped in at the right 

Steer clear of mechanical points. Never 
lift the hood of the car if it can possibly be 
avoided. Sell the car on the reputation of 

the Hudson Company, its engineers, its 
popularity, its satisfied customers, the serv- 
ice and care given to patrons by the dealer. 
Once you allow an argument to creep in, be 
it on engine specifications, starter, lights, 
left or right drive, or any other question, 
that minute you begin to lose ground in 
your sale. You cannot convince a man by 
argument; nor can he convince you. The 
only result is a feeling of irritation on both 
sides, and you lose your grip on the pros- 
pect. No sale was ever closed through an 

Take an instance of a criticism, let us say 
of the rear axle. A prospect says: "Jones 
says he has had trouble with the rear axle 
of his car. Now, what have you to say about 
that? What kind of bearings do you use 
in your axle?" 

Instead of attempting to "defend" the axle, 
or trying to tell what the bearings are, sup- 
pose you reply: "Well, Mr. Smith! If I 
were to give you a written guarantee of that 
rear axle, and every part of it, for two years 
from date of sale of your car, would that 
satisfy you that the axle is right?" 

Undoubtedly the man will agree to it. 
You can give him the guarantee if he asks 
for it, which ten chances to one he will not 
do. But the point is that you have satisfied 
him without any "defense" or explanation. 
You have done better; you have convinced 
him that the axle is right or that you not 
have faith enough in it to so guarantee it. 

This is merely an illustration. Use this 
idea however, in sidestepping trouble and 
argument. It can be used in hundreds of 
different forms. 

If possible get the prospect away from the 
vicinity of other people, away from inter- 
ruptions by telephone, etc. Some dealers 
have their show cars in an apartment away 
from the main salesroom; others have them 
on a second floor. Both plans are good. 

In general, first find out the ideas the 
customer has in reference to the purchase of 
a car, and then pound on those points. Don't 
bring up things he has not referred to; by 
so doing you may get into unsuspected 
trouble. "Let sleeping dogs lie," is an ex- 
cellent old maxim. 

Suggest to the man what he is going to find 
in looking over the car. For instance, don't 
ask him: "What do you think of that body?" 
Instead say: "Yom will notice that this car 
has the beautiful streamline body effect. 
Just like the latest and most popular French, 
German and English cars." If you tell him 
what he will find he is sure to find it. This 
is a selling principle that is used by the best 
salesmen and advertising men in the world 
in the sale of every commodity. 

An air of quiet conviction will impress 
much more strongly than will any amount 
of brag and blow. Successful salesmen speak 
quietly and convincingly. They use no ex- 
travagant expressions of praise of the car; 
they never "knock" competitors. The ped- 
dler on the street corner who sells imitation 
diamonds uses flaring gas-lights, loud lan- 
guage, and boisterous nonsense to attract a 
crowd. Genuine diamonds are sold by a 
quiet-voiced man, in a quiet corner of a quiet 
store. The Hudson doesn't need anything 


How to Interest Prospects in the 
Hudson Car 

The factory does practically all this work. 
It sends Hudson dealers prospects already 
more than half sold on the Hudson car. 
(Continued on page 3 column 2.) 

Digitized by VjOOQ IC 



W. S. Oakes, connected with a manufacturer 
of motor cars in the Hoosier State, was per- 
mitted to view our model factory a few days 
ago and found in practice here, especially on 
the final assembly floor, many excellent money- 
saving ideas, which he plans to use. 

C. R. Wagner, dispenser of Hudsons for use 
in the beautiful mountainous regions surround- 
ing Deadwood, S. D., called at the factory re- 
cently and on his way back home stopped off 
at the Chicago Auto Show, where he took oc- 
casion to sign up for some more "40s." 

Orders just in from Holliday Motor Company 
of St Joseph, Mo., for three dozen pairs of 
Hudson pennants and twenty-five nickel tri- 
angles for radiator caps. That's the way to 
do it! Come on, some of you Hudson dealers 
in the big towns ! Are you going to let St. Jo- 
seph — not a very big city — beat you on these 
clever advertising stunts? 

All the Hudson cars at the Chicago show 
were equipped with the nickel triangles on the 
radiator cap. They excited any amount of inter- 
est and caused much comment from visitors. If 
there is a Hudson Six in your territory that 
hasn't a radiator emblem you should get busy. 
Give the owner a nickel triangle If he won't 
buy one. They only cost 20c and there's twenty 
times that amount of advertising in every one 
of them. 

At the factory a few days ago we had the 
pleasure of visiting with Mr. N. A. Neeley of 
Christchurch, New Zealand. Mr. Neeley is a 
large dealer in and importer of motor cars. He 
had been on a tour of the big shows, having 
visited Paris, London and New York. Of all the 
cars he saw, European and American, he was 
most impressed by the Hudson Six-40. This 
disinterested tribute from a man of Mr. Neeley's 
wide experience is high praise for the Light Six. 

Undaunted by political disturbance the Com- 
pania Automotriz Mexicana, S. A., Paseo, Re- 
forma 96, Mexico D. F., Mexico, have Joined 
the ranks of Hudson dealers. Mr. Kenneth 
Walker represented the company in the closing 
of the contract at Detroit. 

They have placed order for a large stock of 
parts and have specified allotment of cars to be 
shipped them during January and February. 
Additional orders to be sent on their arrival 
in Mexico. These people heretofore have han- 
dled the Packard and F. I. A. T. cars. From 
now on they will handle only the Hudson and 
the F. I. A. T. 

We greet our new relatives with best wishes 
for an abundant success. 

From Tacoma comes another great Light Six 
story. Says C. L. Ross : 

"A Light Six made a wonderful run Saturday 
night — 246 miles — 7 passengers — over country 
roads — Olmypia to Everltt and return — better 
than fourteen miles per gallon of gas — the entire 
trip on high gear in less than ten hours." 

Tacoma had a banner day Saturday, December 
20 — 4 cars in 15 minutes — 2 Hudsons and 2 
second hand cars — total selling values, $6,900. 
The month of December in Tacoma was almost 
a record-breaker for sales, both new and second 
hand. Nothing much the matter with the Pacific 
Car Co. of Tacoma! 

Included among recent visitors to the factory 
were the following: 

W. L. Gage and C. R. Lutz, of the Gage Auto 
Co.. Logan, Ohio, who called to look over the 
Hudson Six-40 roadster; 

W. C. Mohr. of the Mohr Auto Co., Bay City, 
Mich., who brought in some prospects, as usual ; 

M. H. Pendergast, new dealer in Sarnia, Ont., 
who wanted to see the factory behind the car 
he is to handle ; 

L H. Rector, of the Truman Auto Co., Tru- 
man, Minn., who took in the Hudson factory, 
visited the Delco School and got the latest ideas 
on the 1914 electrical system, and also visited 
the Continental Motor Plant, where the famous 
Hudson motors are made ; 

W. L Peiter, of the Grand Rapids Overland 
Co., who brought in two prospects from Grand 
Rapids ; 

M. A. Umlor, dealer in shoes in Traverse City, 
Mich., who says he wears out too many of them 
and wants to ride in a Hudson, instead of walk- 
in*. He was accompanied by his friend, Mr. 
Ed. Jacques, of this city ; 

Robert W. Hadley and F. M. Hadley. of To- 
ledo, Ohio, who dropped in at the instigation of 
the Gamble Motor Company, and will doubtless 
be Hudson owners in the near future ; 

C. E. Hayes, who signed a contract in the 
name of the Corydon Auto Co.. with the privil- 
ege of doing business in Corydon, Iowa ; 

Mr. George Tilton, a prospect from Oak Har- 
bor, Ohio; 

Adolph Altermott, Louis Kreitinger and R. 
Mueller, of Springfield, Minn., who were inter- 
ested in manufacturing methods ; 

G. G. Botts, of the Southern Motors Co., Louis- 
ville, Ky., who came up North to get a shiver, 
but couldn't find one. 

Hudson Wins Popularity Race 

Above is Reproduction of a poster used at 
the Greensburg, Pa., Y. M. C. A. on the 
occasion of a recent membership campaign 
conducted along unique lines. Each contest- 
ing team who were soliciting new members, 
was given the name of an automobile. The 
plan was that in making their membership 
applications new members were asked which 
automobile they preferred. And to the team 
bearing the name of that auto was given the 

credit of the membership. It will be noted 
that the Hudson won handsomely. High- 
priced, medium-priced and low-priced com- 
petitors all went down alike before the con- 
quering Triangle car. We are indebted for 
this interesting poster and story to the Hud- 
son distributors, the Rose Bros. Auto Co. of 
Greensburg, Pa., to whom we extend thanks 
for their though tfulness in forwarding the 
story and photo. 

Automobile Salesmanship 

(Continued front page 2.) 

The Hudson advertising campaigns are so 
spectacular, so well designed and written, so 
energetically carried out, that the mere men- 
tion of the Hudson excites the interest of 
practically every motorist, and prospective 
motorist. You will be surprised how well 
acquainted people are with the car. 

People who are already owners of a car 
and who wish to buy a new one can be 
interested easily, in the Hudson. There 
are numerous reasons for this given in the 
Digest, and in the catalog. Read them. 

People who have never before owned a 
motor car — and there are still a few of them 
— can be interested by telling them the story 
that we tell in our advertising and in the 
Digest and Triangle. The fact that the 
Hudson is the development of the best 
there is in the motor industry impresses. 
The co-operation of the 48 engineers headed 
by Howard E. Coffin never loses its "pull." 
The knowledge that the Hudson has al- 
ways been famous for its advanced engineer- 
ing ideas appeals. And the great beauty, 
comfort and convenience of the car attracts 

The value of a Six as against a Four, in 
certain types of cars, is always a strong 
point. The other points of the selling talk, 
brought in skilfully will hold the interest 
of anyone. 

This subject is very fully treated in our 
other literature. Special books are issued 
entitled "How to sell the Hudson Six." 
These books are placed in the hands of all 
Hudson dealers and salesmen. They should 
be studied as a part of this chapter. 
(To be continued.) 

Moultrie, Ga. reports the sale of three 54s 
up to date and a number of good prospects 
for the 40s. Dealer R. C. Morrison expects to 
cover his territory thoroughly with one of 
these models as soon as the roads improve. 

The Six-40 is the most popular and most 
talked-of car in Birmingham, Ala. and always 
attracts a large crowd when left standing on 
any of the principal streets. Numbers of en- 
thusiastic prospects call daily to see the car. 
It is expected that just as soon as weather 
conditions improve that there will be many 
sales and a large number of 40s running in 
this territory. 

Mobile Auto Company, Mobile, Ala., up to 
January 1, sold fourteen current Six models. 
This is an increase of about 33%% to date 
over last year's business. Future prospects 
are very bright. Mr. Hartwell advises that 
the Light Six will not interfere in any way 
with the sale of the Big Six which seems to 
be the most popular car in Mobile.^^ ^^1 

Digitized by VjUOy LC 


&he Salesmen's Page 

Free Rides in Smaller Cities 


Raid Motor Co., Quincy, 111. 

One of the methods we are using to popu- 
larize the Hudson in this locality is this: 
In running around town with the car, we 
are continually giv- 
ing someone a lift, it 
may be a doctor, law- 
yer, or banker, or 
some of their fam- 
ilies. By picking them 
up in this way, we 
get people in the car 
that in any other 
way it would be im- 
possible to approach. 
In nine times out 
| of ten, the people we 
have in the car will 
be seen by some of 
their friends who are 
themselves interested 
in a car, but do not 
care to have that fact known. The first time 
these friends get together, the conversation 
will get around to automobiles and as a 
rule, Smith asks friend Brown what he 
thought of that Hudson car "that I saw you 
riding in the other day." Brown immediately 
proceeds to tell Smith all about the car. 

The writer has been doing this for the past 
couple of years, and feels that it has been 
of benefit in acquainting the class of people 
that would do us the most good, with the 
car. Of course, in a town of this size, one 
can be more or less personally acquainted 
with all these people, while in a larger city 
this method could not be employed to the 
same extent. 

Reid Motor Co., Quincy, 

A Bunch of Selling Methods 


Wray-Dickinson Co., Skreveport, La. 

In selling Hudson cars, I always endeavor 
to focus the prospect's attention on the con- 
struction of the car, explaining how the 
team-work of the 
forty-eight famous 
engineers produces 
the most scientifically 
built car in the 

Knowing that van- 
ity, whether apparent 
or in concealed form, 
is present in every 
human being, I al- 
ways call a prospect's 
attention to the 
beauty of the car; its 
superb appearance; 
and gradually get 
them to picturing in 
their mind them- 
selves riding in such 
a car. 

After I get the prospect in the car for a 
demonstration it is easy to convince him 
that the Hudson is the easiest riding car on 
the market. I explain that this extreme 
resiliency not only makes for comfort to the 
passengers, but is also conducive to long life 
for the motor and working parts of the car. 
Simplicity of control is also another feature 
that always comes in for a goodly share of 
sales talk. 

The women should be the main object of 
attack when dwelling on simplicity of con- 
trol, beauty of appearance and embellish- 
ments, etc. If a woman prospect drives, let 
her take the wheel — when she realizes how 

A. L. Dowlbs. 

Wray-Dickinton Sale* and 

Garage Co., 

Shievepoft, La. 

sweetly the six-cylinder motor picks up its 
load; how it takes the bumps and bad places 
present in every street or road; how even 
a woman can handle the steering wheel, and 
how nicely the clutch and brake pedals are 
adjusted — your sale is half made. 

Above all, keep the hammer on the shelf. 
Know nothing of the other man's car. Your 
job is to sell the Hudson, and to do it well 
you must know the Hudson. Let no ques- 
tion go unanswered. Keep thoroughly posted 
on your car. 

The wedge that cinches the sale is em- 
bodied in one little seven-lettered word — 
SERVICE. Too much stress cannot be laid 
on the service that goes with every Hudson 
car. Explain in detail how all parts are 
carried in stock ready for instantaneous re- 
placement; how expert mechanics are at all 
times at the service of Hudson owners. And, 
in talking about service, request your pros- 
pect to call on owners of Hudson cars. Invite 

At all times know that you are selling the 
best car on earth. When you, yourself, are 
sold it will be far easier to convince some 
one else. Don't talk too much, but what you 
do say let it be something that will illustrate 
your point and carry conviction. 

It would be utterly impossible for a sales- 
man to exactly describe how he sells his 
wares. Human nature is too varied to fol- 
low set rules. However, if you know your 
car, follow up a prospect intelligently and 
don't allow a failure to discourage you. Hud- 
son cars are sure to be sold and keep on 
selling as long as there are buyers. 

Selling to Competitor's Prospect 


Bergen Auto Co., Jersey City, N. J. 

One afternoon a gentlemen walked into our 
showroom and asked our bookkeeper for a 
catalogue of a certain prominent four-cylin- 
der car as he in- 
tended to purchase 
one as soon as pos- 

Our bookkeeper in- 
formed him we did 
not have a catalogue. 
I happened to drop in 
off a demonstration 
during the time the 
caller was talking 
with the bookkeeper, 
and the latter intro- 
duced me to him. 
A v , I told him unfor- 

o ' A *V tunately we had no 

^Tct^N I catalogues of the 

jeney^ny.iN.j. four-cylinder cars 

mentioned but I was in a position to sell him 
one, though I would have to take him into 
New York to show him the car. 

He made the appointment for the next day 
to catch the 1:24 p. m. from Rutherford. 
After he left the show room I 'phoned Mr. 
Smith, who was then sales manager for the 
A. Elliot Ranney Co., and arranged to have a 
demonstration of the Hudson at 3 p. m. the 
next day. 

I met the prospect at the Rutherford depot 
for the 1:24 p. m. train and I took him 
straight to the show room of the competing 
car. A very sociable salesman showed us all 
the good points of the car, and knocked the 
Hudson and a good many more cars for all 
he was worth. 

Without even a demonstration the prospect 
was ready to sign an order. I excused myself 
from the salesman and told the man that I 
was anxious to show him a car that would 
give him a 100 per cent satisfaction; and 

before he decided I wanted to take him down 
town and show him something else. We in- 
formed the salesman we would return in 
about an hour. 

I took him down to the Hudson dealers 
and the car was standing outside waiting for 

I showed him over the car and after a few 
minutes, I persuaded him to take a ride. The 
car did all that any man could expect and 
on our return I sat him down at a table and 
began talking equipment. As he was telling 
me what he wanted I was writing them out 
on a Hudson order blank. After writing 
up the order, I stuck my pen in his hand 
and showed him where to sign but he in- 
formed me he wanted a ride in the four- 
cylinder competing car before he decided. I 
told him it did not make any difference 
which car I sold him, but being as our guar- 
antee was to take care of his car for twelve 
months, I would rather sell him the Hudson 
as it was a car that we could prove never 
gives us any trouble. 

Whereupon he signed the order with a 
check for $500 as a deposit. 

This is pulling orders right out of the fire! 

F. McFadden 

Eddie Bald Motor Car Co. 

PSttaburgh. Pa. 

Salesman Should Dominate 

Eddie Bald Motor Car Co., Pittsburgh, Pa. 

After you have demonstrated the merits 

of your car, don't leave your man. He may 

try to put you off. Remember, a prospect 

is never warmer 

than after a good 


Try and get him 
alone. Always carry 
an order blank. The 
best way I find is to 
begin to fill out con- 
tract. Do not be 
afraid to flash a con- 
tract. All the time 
you are filling out 
contract hold his at- 
tention by bringing 
out some further de- 
tail of car. Do not 
allow a lull in con- 
versation. Keep his 
mind centered on the one thing — the order. 
When you finish filling out the order, just 
stick the pen in his fingers and make him 
sign. Do not get cold feet or be too gentle. 
Nine times out of ten you will find this 
method a good one, at least I have found it 

Of course, every salesman has his own 
ideas in regard to closing. As to my own 
experience, I find it just as easy to close a 
man as it is to sit down and eat a good 

A salesman should always take the ini- 
tiative, never say, "Well, Mr. Jones I would 
like to have you close today," rather say, 
"Mr. Jones you just sign right here and I 
will arrange to have your car delivered at 

Do not allow him to put you off. I think 
my success is due to the fact that I try and 
put the buyer under obligations to me as 
much as possible. Instead of using a plead- 
ing manner, be commanding, for in order to 
sell an automobile a salesman must dominate, 
he must be superior to the buyer. 

I have sold quite a few Hudson Sixes and 
can truthfully say every sale I have made 
has been at full list price and always with 
freight. I might add that most of my deals 
have been competition deals, where honesty 
and persistency is bound to win out. 

Digitized by UOOQ iC 






Salary or Commission for Salesmen 

Which is the best method of remuneration to get the 
best results out of salesmen? 

What do the salesmen prefer? 

Do you as a dealer favor paying your men a set com- 
mission on each sale made or do you give them a drawing 
account or do you prefer the straight salary basis? 

Salesmen, which method do you prefer? Would you 
rather be paid a commission on each sale you make, or 
would you rather have a fixed salary upon which you can 
rely knowing full well that you must make a certain num- 
ber of sales to justify that salary; or do you prefer a 
salary upon which you can depend with an opportunity 
of increasing that by making your sales exceed a certain 

This is a troublesome subject. Hardly any dealer is 
satisfied that he has entirely solved the problem. Hardly 
any salesman is satisfied that the terms under which he 
works — no matter what they are — are the fairest for him 
and for the dealer. 

We want to discuss this subject frankly and fully. We 
want dealers and their salesmen to contribute their prefer- 
ences. There is much to be said about each of the various 

Paying for Service as Delivered 

The dealer who pays his men a commission on each 
sale made feels that he is paying only for such service 
as is delivered. On the other hand he realizes that he is 
turning over to an incompetent salesman the same 
kind of prospects as are being converted into orders by 
competent salesmen. In this way an incompetent sales- 
man is wasting opportunities. The rent, the advertising, 
the bookkeeping, the service, the demonstrating cars, and 
all other overhead charges should be totaled and that) 
amount divided by the number of inquiries the dealer 
receives each month. 

Value of Salesmen Varies 

The result shows the actual cost per inquiry for any 
given period. It will then be found that one salesman has 
taken more orders than his associates. Each salesman has 
had the same opportunities. Usually they have all had the 
same number of prospects. The prospects were interested 
in the same car. They had the same average confidence in 
the dealer's organization. They became interested in the 
dealer and in the car from the same advertising — the same 
general reputation of the car and the dealer — and yet one 
salesman got more orders than another. That must dem- 
onstrate that one salesman is more competent than the 

Incompetent Men Are Over-Paid 

Paying men on a commission basis rewards the com- 
petent man, but paying the incompetent man a commis- 
sion on what he has done overpays such a salesman for 
the dealer has given to that salesman not only the com- 
mission on the sales he actually makes but has given him 

inquiries out of which he was unable to realize a profit and 
from which a more competent salesman would have gotten 
a greater profit. 

Some Say Commission Plan Destroys Team Work 

Those dealers who are paying salaries maintain that 
where men are paid on a commission basis team work is 
destroyed. They say it encourages each man to work for 
himself. It makes competitors out of salesmen instead 
of making them rivals and there is a distinct dfference. It 
is a fine thing to have salesmen rivaling each other for 
business but when they become competitors of each other 
business is lost to the firm. 

Some capable salesmen object to the commission plan 
because the automobile business is not equally brisk each 
month. Consequently there are times when the salesman 
is having a big business. Everything is flourishing. That 
period encourages him to a more extravagant living than 
is warranted by his entire year's income. During the lean 
months when no money is coming in the salesman 
becomes discouraged and those salesmen who object to 
working on a commission basis claim that since their 
progress is influenced so largely by the state of their own 
mind, the period of depression makes them so discouraged 
that they are not as capable salesmen as they would be 
if they had the bread and butter problem solved for them 
each week through an established income based upon 
their year's business and not upon their business from day 
to day. 

Commission Basis Claimed More Elastic 

Salesmen who favor the commission plan claim the 
reward is more elastic. They maintain that it is up to 
them and whenever they make a sale they earn some in- 
come. They are willing to take a chance and the dealer who 
favors this method of paying his men feels that his invest- 
ment in men of uncertain capabilities is reduced to a mini- 
mum whereas if he pays salaries he might be carrying on 
his payroll men who are not turning in enough business 
to warrant such expenditure. 

These are the angles from which most dealers and sales- 
men are viewing this subject. What is your viewpoint? 
It has been suggested that Hudson dealers and salesmen 
discuss this problem in the TRIANGLE. Perhaps the 
right way would be found. 

Much help has been gained from what the salesmen 
have had to say on the question of making sales. Express 
your views, you salesmen and dealers, on this subject in the 
TRIANGLE. If you prefer not to have your name known 
it will not be published. If you are a salesman and have 
no objection to having your employer know just how you 
look upon this subject; or if a dealer has no objection to 
having his salesmen understand how he views the situ- 
ation we would be glad to publish your name in connec- 
tion with your article. 

Write Us Your Ideas 

Every Hudson dealer and salesman must certainly feel 
there is room for a great improvement and with that view- 
point will unquestionably welcome any suggestions that 
can be made. 

Address the Editor of the TRIANGLE. 

Digitized by 






Considered as First Class Matter by Every Live, 

Prosperous Hudson Dealer. 




"Yes! He is a clever fellow all right. But 
he's very queer!" 

How frequently you hear this comment on 
a man who is "different" from the great 

Yet did it ever occur to you that from 
the moment that time began, men who do 
things, who accomplish something, who are 
individual, apart from the mass of medi- 
ocrity that surrounds them, have been dubbed 
"queer." I believe I'd like to be called 
"queer." I am inclined to admire the man 
who succeeds by finding out what everybody 
else does — and then does it differently. 

The great need of the day is for this sort 
of ''queer" men. We have millions, and mil- 
lions of men who do things all alike. They 
dress alike, and talk alike, and work alike, 
and play alike, and swear alike, and drink 
alike, and do everything from the time they 
waken until they go to sleep just like mil- 
lions of others. And they all stop at pretty 
much the same level of mediocrity. 

In the autombile business these "same 
class" men are found as dealers, salesmen, 
district managers, factory men, engineers, 
chauffeurs, and a hundred other lines. There 
are scores and hundreds of them that are 
good average men. Yet the crying need of 
every department of the business is for men 
who are "queer," men who are "different." 

The salesman who does things differently 
to his fellows may be dubbed "queer;" but 
lie usually sells the most cars. 

The dealer who thinks, breaks away from 
the beaten path, dares to be original and 
individual, works while his competitors 
sleei> — is the man who builds up the big 
business, makes the greatest profits, is called 
a "favorite" of the Triangle and the fac- 
tory. He does it because he is a thinker, a 
man of ideas, one who dares to be "queer." 

Howard E. Coffin was one of thousands of 
young engineers. Many had as good or a bet- 
ter chance than he. But he did things 
because he believed them to be mechanically 
right. He ignored the beaten path. He 
threw aside things that "everyone did this 
way." He was "different." And he built 
the Hudson. 

The smartest salesman in the world is the 
man who breaks away from the rut. Thinks 
out new and different ways of doing things. 
Plans a new line of action. Works while 
others play. 

The best advertising in the world is the 
kind that violates all "rules, all precedents, 
all customs. The writer who seeks out 
what the other fellow does and then does 
it differently wins the attention, the interest 
and the dollars of the buying public. 

Thank God for "queer" men! Men who 
are "different." The world would be a 
Sahara of mediocrity and dead level same- 
ness without them. 


Time to begin training for the season. 

Time to clear the decks and get ready for 

In a few weeks the spring and summer 
selling season will be on us in full swing. 

Don't wait until the last minute to get 

There are used-car stocks to be cleaned up 
and closed out. You need the money for 
your new cars. Take a little loss if you 
have to. But clean them out. Dealers will 

have sent them a letter and a plan of cam- 
paign on used cars in a few days. It is about 
ready for mailing. 

Get ready for the spring and summer 
advertising. Copy is now going out from 
the advertising department. Line up the 
papers you want to use. Get in touch with 
the factory. Make your contracts where 
they are necessary. Have it understood that 
your publicity is to be taken care of because 
of the display advertising you do. Don't 
leave a paper until you have it well in shape, 
all definitely understood, everything clear. 
If you get stuck call on the advertising 
department for help. That's what it's here 

Take stock of your repair parts, your shop 
equipment, all the details of your entire 
establishment. Have it all ready and in the 
pink of condition before the season begins. 
You'll never have time to do it later. If 
you put it off it won't be done at all. 

Go over your premises and "clean up." 
Redecorate where needed. Get some new 
floors, or fresh kalsomine, or better display 
windows, or alter the plan of the show room 
and offices. But get it right and get it done 
before the rush begins. 

Fill up and drill your line of battle. Get 
new salesmen if you need them. Fire the I 
incompetents, the loafers, the man you can't j 
trust. Encourage the workers, the decent 
chaps, the men who think and try and are j 
full of pep and ambition. Loyalty and hon- 1 
esty are rare enough to be worth more than . 
boozy genius or hit-and-miss brilliancy. You I 
can teach a man who will learn. But a 
man who can't think or learn and who 
won't obey is hopeless. Get your selling 
organization into shape. 

And sit down for a quiet hour every day 
with yourself. Emerson said: "Every insti- 
tution is but the lengthened shadow of one 
man." Your organization, your building, 
your business, your success or your failure 
is just YOU, and YOU ALONE. It is your 
lengthened shadow. If you fail blame your- 
self. If you succeed you have the satisfac- 
tion of knowing that it was you who did it. 

What you think that you will be. The 
world's marvels have been wrought by 
dreamers who put their dreams into realities. 
The 65-story Woolworth building was built, 
in every story and every stone, in the brain 
of the architect before it rose on Broadway. 
Thus must your business be built. You must 
build it in your head before you can build 
it on the street. 

Begin training for the coming season 


Make a Salesman of Your 

Very many dealers have two or more cab- 
riolets on hand. Yet some of them keep 
both cars on their show-room floor. Which 
is a mistake. 

Given a half-way decent opportunity, the 
cabriolet will sell itself. And the amount of 
use given it as a demonstrator will merely 
be sufficient to tune it up nicely for the 

Scores of prospects know very well that a 
car needs to be run a few miles before it hits 
its gait. Many of them prefer to take deliv- 
ery of the identical car in which they have 
been riding. That it had a little mud or dust 
on it raises no objection to it in their minds. 

Get your second cabriolet out on the streets 
as a demonstrator. Sell the car you demon- 
strate. In the average city or town it won't 
be running a week before someone will want 
it. Handle it carefully and it will be im- 
proved rather than injured by the use given 
it as a demonstrator. 

Or you can deliver a new car and keep a 
demonstrator running constantly. It will 
pay, and pay well. There's no salesman so 
good as the car itself. And to sell half-a- 
dozen where otherwise you might sell but one 
is ample reason for getting a cabriolet dem- 
onstrator on the streets of your city. 

Mr. Frank Botterill, who delivers Hudson 
Sixes to the lined-up and waiting public in Salt 
Lake City, took a short vacation recently and 
came to the factory to see if he could get cars 
enough to All his orders. Incidentally he con- 
tinued his trip as far as Buffalo and then 
stopped off at the Chicago Show on his way back 

E. F. Kitendaugh, manager of the legal de- 
partment of the makers of Community Silver, 
was a factory caller recently. He states that 
three of the officers of his company own Hud- 
sons and three more are contemplating spilling 
ink on the dotted line. Mr. Kitendaugh is one 
of the three, being interested in the Six-40 

The Hudson has only to be seen to be appre- 
ciated. Thos. J. Meyers of Toronto, Ohio, called 
at the factory recently. He is now driving a 
car of another make, but after seeing the Hud- 
son decided to Join the Big Family. The Welbon 
Motor Car Company will supply him. 

Geo. H. Kilker, of the Kilker Garage & Supply 
House, Deadwood, S. Dak., is associated with 
C. R. Wagner, Hudson dealer there. Mr. Kilker 
visited the factory recently. Now he is a bigger 
booster than before and we know Hudson Sixes 
will move faster than ever in his district 

Every sub-dealer of the Gomery-Schwarta 
Company of Philadelphia is ahead of his monthly 
allotment to date. 

The Philadelphia Show was a magnificent 
success. Hudson sales were three times as many 
as in any previous year. Hundreds of live pros- 
pects were secured. Gomery-Schwartz Company, 
the Philadelphia Hudson distributors and other 
dealers in the territory of which Philadelphia 
is the center, say that they expect to have in 
1914 the biggest year in their history. 

C. E. Wright & Company, Inc.. Norfolk, Va.. 
distributors of Hudson Sixes exclusively, and 
makers and sellers of dust covers, have sent us 
a copy of an attractive little blotter announcing 
the new Hudson Light Six. We compliment their 
foresight and good advertising sense. 

Information is wanted about a young man 
named Marion W. Colcock, Jr., who "is supposed 
to be employed by some Hudson dealer. Anv 
information that can be had about him is asked 
to be written to M. W. Colcock. Yesassee, S. C 

Mr. Williamson, formerly of the Thomas- 
Williamson Company of Jacksonville, has joined 
forces with the Aultman Motor Car Company. 
When asked how conditions were, Mr. William- 
son replied that he was as busy as a bird dog 
with two tails, and the only complaint he had to 
make was that the days were not long enough 
to give him time to call on all who were inter- 
ested in Hudson cars. 

In the Triangle of Jan. 24th, an item was 
printed with reference to an alleged change in 
the firm and name of Ailing & Miles, of Roches- 
ter, N. Y. We are asked to correct this by 
stating that no change has been made or is con- 
templated in this firm. The name remains 
Ailing & Miles, Incorporated, as before, and no 
change has taken place in the stockholders or 
officers of the corporation. 

During the rainy weather on the Pacific Coast 
of the past few weeks, automobile dealers in San 
Francisco have experienced some difficulty in 
demonstrating cars. However, this has not 
hampered the H. O. Harrison Co. One of their 
demonstrators conceived the idea of demonstrat- 
ing inside the building. The Harrison Company's 
building is 247 feet long, so the smooth-riding 
qualities, as well as the running of the motor 
and the low speed to which it can be throttled 
down, can be demonstrated readily in the build- 

This is a unique idea, and we believe one of 
the first occasions of using an inside demon- 

George H. Ketcham, famous throughout the 
country as the man who owned Cresceus, the 
world's greatest trotting horse, has again pur- 
chased a thoroughbred. This time it's a Hudson 
Sedan. It was purchased from Burton O. 
Gamble, the Toledo, Ohio, Hudson distributor, 
and Mr. Ketcham declares it comes nearer to 
filling the place of the speedy Cresceus than 
anything he has owned. 

A. C. DIckerson. associated with J. N. Knight 
& Son, of Grinnell, Iowa, in the sale of Hudson 
cars, was a recent caller at the factory. He found 
the trip through the factory, accompanied by 
Mr. RInefact, another business associate, very 
interesting. (We note that neither of these 
happy Hudson salesmen are on the Triangle 
list. Remember, gentlemen, if you are a regu- 
larly accredited member of any dealer's sales 
force you are entitled to a personal copy of the 
Triangle. Send in your name and address.) 

Digitized by 



These Salesmen on 

1st Prize H.W.MACLELLAN,E.V.Stratton 
9 Co., Troy, N. Y. "Concentrating on 
$50.00 Five Prospects." Published in Tri- 
angle of Jan. 10, 1914. 

2nd Prize, 

Jones Automobile Co., Des Moines, la. 
"Sell the Company— Not the Car." 
Published in Triangle of Jan. 24, 1914. 

3rd Prize c - K * PRESSNALL, The Overland 
ri^cr, Co ^ wichka> Kans « Lct thc Hud- 


son Sell Itself." Published in Triangle 
of Feb. 14, 1914. 


R. D. CHAPIN, President. C. C. WINNINGHAM, 

R. B. JACKSON, General Manager. Director of Sales and Advertising. 

E. C. MORSE, Sales Manager. 

The judges in the Salesmen's Idea 
Contest for the period ending De- 
cember 31st, 1913, had no easy task. 
There were scores of excellent ideas 

Quite a few of them, however, 
were necessarily thrown out be- 
cause, though valuable in many 
ways, they did not contain the 
single strong individual idea which 
was called for. They were just 
stories of some hard sale. Or they 
contained a great many ideas in 
one article. 

We were glad to have both of 
these styles. But the prizes were offered for "the best idea." Hence 
the judges sifted the contributions down to those containing one 
strong salient point. 

They threw out also contributions received from men who were 

employers of salesmen, though 
frequently themselves acting as 
retail salesmen. Some of these 
gentlemen contributed splendid 
ideas, easily eligible for prizes. But 
to make the contest perfectly fair 
to all it was thought wise to elimi- 
nate these articles from the com- 

Highly creditable, too, were very 
many of the contributions which 
could not be awarded prizes. 

We congratulate the winners. 
And republish their photographs, 
and the photographs of the checks 
which have been mailed to them. May they wear their laurel 
wreaths with becoming modesty. To the unsuccessful ones the 
judges wish to say: " 'Tis better to have tried and lost than never 
to have tried at all." Better luck next time. 

Winnipeg Dealer Uses Good 

Recently we were favored with sample of 
a most excellent announcement letter, used 
by the Western Canada Motor Car Co., Ltd. 
of Winnipeg, Man. 

While we send out a letter every week 
with the Triangle, we do not wish dealers to 
understand that we insist on their using the 
letter in exactly this form. It can be amend- 
ed or changed to suit local conditions. We 
think really where this is done, that the 
letter is quite often improved. 

We would not advise a great deal of 
change in these weekly Triangle letters, but 
merely enough of a change, if necessary, to 
make them adaptable to local conditions, 
and add to their value. 

It is just such a letter as this that the 
Western Canada Motor Car Co., Ltd., have 
used, and we are very confident that it 
brought most excellent returns. 

A Good Display Stand 

Several dealers are using an excellent 
method of displaying the Six-40 in its va- 1 effective. 

rious models. The same plan of course could 
be used for the Six-54 Phaeton or Sedan. 
The idea is to build a strong platform, with 
two steps, making the total height from the 
floor about 14 to 18". The platform should 
of course be strongly framed and braced so 
that the car will be carried in entire safety. 
The platform is then to be covered with 
some dark material that harmonizes with 
the decorations of the room. Rugs can also 
be placed about it. The general effect of 
raising the car so as to bring it more nearly 
on a level with the eyes will be found most 

Digitized by 



Uhe Salesmen's Page 

C. K. Pi«m»M 

The Overland Co. 

Wichita, Kern. 

Let the Hudson Sell Itself 


The Overland Co., Wichita, Kans. 

Winner of Third Prix* in Salesmen's Smiling Idea 
Contest that Cloud December 31, 1913 

My greatest aim in selling cars is to make 
the car sell itself, and to do this you must 
exercise care and caution on your own part. 
Drive your car as 
it is intended to be 
driven, and the "Hud- 
son Six" will do the 

Keep yourself and 
car in a first-class, 
presentable condition 
at any time. 

Don't bore your 
prospect with "hot 
air" and unnecessary 
talk, as he is buying 

Don't crowd your 
prospect for his 

Keep him driving 
all you can until he becomes fully acquainted 
with the car. Some salesmen sell the car 
and then teach the party to drive it. My 
motto is to teach them to drive and then 
the car will be much easier sold, as the car 
that he drives the most is the one he feels 
most attached to. Should a prospect living 
at some distance from the city invite you to 
stay over night with them, you should ac- 
cept. Then don't bore them with the sale 
of your car. Visit with them and talk with 
them on any subject that seems most inter- 
esting. Eventually the prospect will come 
back to the car subject. Then be moderate 
concerning the car, but get out your litera- 
ture and your catalogues and show them 
the full details of the manufacture of the 
car; also the house that you are representing, 
and you will find that your prospect will get 
deeply interested of his own accord. 

Never pass your prospect because someone 
has beat you there. A customer had his 
check book ready to buy another car when I 
drove into his place and he noticed that 
there was no crank on the front of my 
machine. He began asking questions about 
my car, and the next day I got his check 
and left my car. 

Again, the other day, as I was driving up 
one of the principal streets in our city, I 
saw a rival's Six in front of the house of 
one of my prospects. I drove up beside it. 
This prospect had been strong for the other 
car all the time, but when we had the two 
cars side by side he was wholly convinced 
that there was a big difference in a way 
that I could not otherwise have accomplished. 
I feel confident in this instance that I will 
make the sale, for he has been fighting the 
price with me, but now he fully agrees with 
me that I have the superior car. I feel, in 
my own mind, that we have no competition, 
for the Hudson Six will conquer them all 
if handled as it is meant to be handled. As 
I said before, the Hudson Six will sell itself 
if you will let it, and then the check comes 

Then he will invariably compare the other 
cars with the Hudson as he knows it and it 
will make him feel that the Hudson is the 
car he should buy. 

I find if I do not do this that competitors 
will do this same thing and then the impres- 
sion of the Hudson is not nearly so good. 

The Early Bird 


Sales Manager Pacific Car Co., 

Tacoma, Wash. 

I think it is all important to show your 
car to your prospect first. 

If you haven't a car get him familiar with 
the good points through catalog and illus- 

"Don't Raise the Hood" 

By C. L. ROSS 
Manager Pacific Car Co., Tacoma, Wash. 

In the past three years I have had an op- 
portunity to listen to a great many sales- 
men's talks, and I would like to make a few 
suggestions to the 
younger men. 

As you no doubt 
know, I have fol- 
lowed the mechanical 
line since I was a 
youngster in short 
trousers. Machinery 
came natural to me. 
I served my time as 
a machinist in a rail- 
road shop and then 
spent ten years rov- 
ing all over the 
world, working at 
every line of mechan- c. L. Ron 

ical WOrk from Manager Pacific C^r Co. 

Watches tO battle- Tacoma.Wa*. 

ships, and when I started in to sell automo- 
biles I talked the only thing I knew, 
mechanical construction, and when I got 
hold of a prospect I wanted to tear the car 
to pieces to show him how well it was made; 
taking up dirty floor boards and lying on 
my back under a car I considered the only 
way to sell an automobile. I, no doubt, lost 
a good many sales by boring the prospects 
to death, talking stuff to them that was 
about as interesting as government statistics. 
Listening to some very interesting sales' 
talks by Mr. Morse, concerning his experience 
with the sale of National Cash Registers and 
the sale of cars, about three years ago, 
showed me that mechanical knowledge did 
not help a great deal in the sale of a car. 
Hard as it was, I gradually broke myself of 
talking mechanical detail, and I can truth- 
fully say that in the sale of the last fifteen 
cars I have made, both new and second hand, 
I have never lifted the hood to show the 

In my experience, fully 75% of the sales- 
men persist in talking mechanics and I do 
not believe that one in ten knows what he 
is talking about. I am sure that not one 
prospect in 100 knows or cares about mechan- 
ical construction. All this talk is wasted 
sales effort. 

My advice, as a mechanic to a salesman 
who thinks he understands something about 
the mechanical part of a car, is to absolutely 
forget it. Talk Hudson factory, their won- 
derful record for never having turned out a 
poor model. Easy riding, beautiful lines, 
quietness, smoothness. Get him in the car 
behind the wheel, even if he has never driven 
j a car, show how much easier it is to handle 
I than other cars, show him finish in detail, 
| show him the best top ever put on a moderate 
I priced car, and then after you have him 
interested, get his money. 

My sales effort today is from the start to 
watch for the opening where I can ask for 
the order. My salesmen, and I have eight 
of them, get a nice little lecture if I see the 
hood left open. It not only spoils the looks 
of the car, but it leads him directly into a 
mechanical conversation when the next pros- 
pect comes in. 

George W. Jin 
H. L. Arnold. 
Lot Angeles, Cal. 

Know the Hudson Perfectly 


With H. L. Arnold, Los Angeles, California. 

Salesmanship in the past was constituted 
more or less of the ability to impress the 
prospect that the article to be sold was better 
than any other, just 
the same as it does 
today. We find, how- 
ever, that the ordi- 
nary automobile 
salesman is talking, 
most of the time to 
a man who "has 
owned one or more 
machines and is 
equipped with as 
much or more gen- 
eral knowledge of 
automobile construc- 
tion than the sales- 

Consequently, it is 
only when a sales- 
man equips himself so thoroughly with the 
knowledge of the car that he represents that 
he is able to feel the confidence that is neces- 
sary to carry conviction in his talk and to 
look straight in the eye of the prospect, 
knowing that he is ready at any moment to 
answer any question without the slightest 
fear that he will be contradicted or cor- 

The salesman who sold soap to the gro- 
ceryman and made the statement that the 
ingredients of that bar of soap was better 
than any other, knew that the groceryman 
was not a chemist and could not analyze the 
ingredients to verify what the salesman 
stated. But when that same salesman went 
out to sell automobiles he was greatly sur- 
prised, upon his second or third visit, to 
find a man who forced him to excuse himself 
and inquire from some reference book as to 
what part of the automobile the prospect was 
inquiring about. 

That sort of a salesman does not make a 
good impression with the prospect and is 
I more liable to injure the car he represents 
j than he is to do any good. Consequently, 
' salesmen must put in some time of their 
! own in reading up and feeling, through sales 
talks, etc., every point that the Hudson can 
give them to secure the whys and wherefores 
of the construction of every part of the Hud- 
son machine. 

There is no doubt that if a man who is 

selling can truthfully state to a prospect 

I that if there is any question he wishes to 

' put to him In relation to the construction or 

any part of the Hudson car, and he feels 

confident that he is able to answer it. that 

j statement alone will carry conviction and 

inspire confidence in the prospect who is 

about to purchase a machine; it is only by 

winning the confidence of a prospect that 

you are able to convince him, and eventually 

dictate where he shall put his name on the 

Dotted Line. 

There are still on hand sev- 
eral articles sent in by salesmen 
on the contest ending Dec. 31, 
1913. These articles will be 
published before the second 
series is begun. Though they 
are not prize-winners, they all 
are intensely interesting and 
valuable. — Editor. 

Digitized by 








The Forty Proves I ts Economy 

We Said It Could Do It— And These Dealers Took It Out and DID IT 
— Everywhere in Every Test the Forty is Supreme. 

We asked dealers to take the Forty out for a 100-mile jog against the 
best four-cylinder car of its size and class that could be found. We wished 
to prove our assertion that the Forty was more economical on gasoline 
than were these other cars that have been talked so loudly. 

Some dealers — men of little faith — seemed afraid of the result. Some 
said it "wouldn't do any good." One large distributor almost refused at 
first to make the test. Now this same distributor says this is the best sell- 
ing argument he ever knew. And is ready to wager $1,000 that he can take 
his car out — any time — and do it again. 

Below is the report of 11 dealers. In some sections very bad condition 
of roads and other causes prevented tjie test. But these 11 are enough. 
They proved out, IN EVERY INSTANCE, that the Forty will do what we 


Mileage per gal. 
of gasoline. 
Hudson Competing 

4-Cylinder Car Remarks. 

11 Run made through 6 in. of snow. 


Test Run 
Made at 

Minneapolis 16.6 

Philadelphia 20.1 14.2 

St. Louis 18.8 17.4 

Nashville 16 10.6 

Toledo 17.7 15.4 

Shreveport 18.1 12 

Louisville 15.5 12 

Buffalo 15 11 

Omaha 17.5 

Hutchinson 17 

Des Moines 13.5 

The competing cars all were top-notch 
fours — the best in the country. There were 
1914 cars claiming wonderful results from 
devices asserted to outclass the six-cylinder 
completely. There were fours that are stated 
to be lighter and to consume only about 50</< 
of the gasoline used by the HUDSON SIX. 
There were fours claimed to sell at lower 
prices and to be as good as, or better than, 
the Forty. 

You see the result! We have not named 
the cars here, but any dealer can have the 
names if he wants them. 

Bear in mind that we do not wish to stat* 
to prospects that the HUDSON Six-40 will 
ahoay give them twenty miles to the gallon 
as it did at Philadelphia. Or even the lower 

Wind velocity 39 mi., temp. 24° 

Rolling country, two long hills. 
Strong wind blowing. 

Road heavy with snow. 
(Competing car failed to appear.) 
(Competing car failed to appear.) 
(Competing car failed to appear; 
heavy roads.) 

figures of 15 to 18. It is no more possible to 
get these figures out of every HUDSON-40, 
under all conditions, than it is to get the 
maximum figures out of the fours that com- 
peted with them. Yet we DO claim, and these 
tests prove, that under the same conditions, 
in the hands of equally capable drivers, the 
HUDSON Six will give better results than 
will any competing four. 

Owners of the Six-40 will get better mileage 
from their car than they did from their old 
fours. Gasoline consumption really is one 
of the small items of upkeep cost of a car. 
Yet if the adherents of the four-cylinder 
insist on making it an issue, this article will 
give dealers and salesmen the facts to use in 
disproving the claim that the Six burns more 
gas than the Four. 

Steinway Family Demands the Best 

Famous Builders of World's Most Renowned Pianos Set Their 

Standard of Quality Very High — Only Material and 

Workmanship of Unusual Merit Satisfies. 

Steinway pianos are known the world 
around. And everywhere they stand for 
almost perfection in design, material and 

The family which builds these renowned 
musical instruments is hardly less famous. 
Its characteristics are as striking and as 
individual as is its product. Those who are 
privileged to know the Steinway family say 
that it would be impossible for its members 
to manufacture anything but the best article 
in its class. 

Their hobby is "quality." They demand 
the best. Mediocrity and inferiority they 
abhor. In their splendid musical instru- 

ments every scrap of wood, every ounce of 
metal, every inch of wire, every particle of 
felt is the best that the world can produce 
or money can buy. 

That hence when the Steinway family sets 
its seal of approval on the Hudson motor car 
it means something. That an ordinary fam- 
ily of wealth and prominence should have 
owned no less than seven Hudson cars might 
mean little or nothing. But to say that 
the Steinway family, with its passion for 
quality, picked out the Hudson as being 
nearest of all automobiles it knew to its 
standard of perfection, means a great deal. 
And that the family found its judgment 

correct and has continued to purchase and 
use Hudson cars testifies to the sterling 
qualities which the manufacturers have 
built into the car. 

A Steinway piano is good enough for any- 
one. The finest musicians in the world ask 
for no better. It is as near perfection as a 
piano can be made. What satisfies and 
pleases the builders of this wonderfully 
perfect article should surely be of a quality 
absolutely satisfactory to less critical people. 
And the Steinways — by their ownership of 
seven Hudson cars — testify that it meets 
their every demand as the best to be had in 
design, material and construction. 

(Dealers and salesmen please note above 
and use as selling argument.) 

Courtesy Pays 

Sales Manager Pacific Car Co., 
Tacoma, Wask. 

Recently I was talking to a man who had 
a cheap car two or three years old. He came 
in frequently for gas and oil. He was a very 
hard man to get along with. Very skeptical 
and asked so many annoying questions. 

It was after he had been coming in for 
about six months that I interviewed him one 
morning. He had an idea that his car was 
worth about as much as when he bought it. 
And we all thought from the start that there 
was no use wasting time on him. 

The point I wish to bring out is this. I 
always treated him with courtesy. Many 
times I could have much easier and with 
more satisfaction "handed him one" for he 
did take up considerable time. 

But I didn't do it and I was surely glad 
that I didn't. 

For one morning to my surprise two doc- 
tors came in and asked for me. 

They looked at our car. One of them 
bought within a week. 

Now this owner of the little old car had 
got in conversation with these doctors and 
recommended the Hudson car to them. Also 
recommended ME to them. 

I was so surprised at him recommending 
anything or any man and so were all the rest 
of us. 

Since then this man has handed me two 
more good prospects after I had talked with 
him and thanked him for recommending our 
car and house. 

Below Zero All Day! 

Ten Cars Sold! 

Read this — you men who say it's too 
cold to tell cart. It should stimulate you 
to go out and do likewise. 

On February 1 1 th, with the ther- 
mometer below zero all day, the 
Henley-Kimball Co., of Boston, 
sold TEN NEW CARS — eight 
Forties and two Fifty-fours. 

Spring and summer ALWAYS come I 
Sunshine ALWAYS follows snow and 
showers ! WeatherVeally makes no dif- 
ference to sales. It's up to the MAN 
after all. 

Digitized by 





Considered as First Class Matter by Every Live, 

Prosperous Hudson Dealer. 




We all know the inefficiency of the man 
who scatters. Who flits from subject to sub- 
ject, and from object to object, never staying 
long enough on any one thing to make a 
definite impression. 

There are many salesmen who kill their 
sales by lack of a clear aim or goal. The 
prospect side-tracks them. Or a passing in- 
cident of the street or the showroom draws 
their attention away from their man. They 

Only by deliberate concentration can this 
fault be overcome. Yet any man can train 
himself to directness of aim. Can form the 
habit of getting his goal firmly fixed in his 
mind's eye and working ever and always 
toward it. 

Other issues that come up can be side- 
stepped. Distractions can be overcome. Pros- 
pects who show a disposition to wander 
from the straight path that leads to the 
Dotted Line can be firmly but remorselessly 
brought back. Everything that tends to 
divert the conversation or interview from 
the main object of selling a car can be swept 
aside. The attention of the buyer can be 
and should be held firmly and undeviatingly 
to this one point. 

There are, of course, times when the 
"longest way 'round is the shortest way 
home." It would not be wise to hurry or 
harass a prospect. He should be allowed to 
take his own time. Yet his thoughts and 
ideas should constantly be guided, gently, in 
the one direction. 


Good judgment is shown by the dealer or 
salesman who works very closely with the 
factory. There is no sentiment in this. It 
is cord, logical, business horse-sense. 

The factory's effort is to produce cars and 
sell them at a profit that will produce divi- 
dends for the stockholders. The dealer's 
aim is to make a profit for himself. He is 
entirely and properly selfish in this. The 
salesman buys his butter and baby shoes 
with his salary or commissions, as the case 
may be. Thus, we all may be called "selfish," 
if the word is taken to mean that we look 
out, first, for number one. 

Yet we all can sell more cars, make more 
money, increase our personal profits by 
working each WITH the other, instead of by 
'pulling in opposite directions. No man can 
Jive or work entirely to himself. All he says 
and does acts on others, and reacts on him- 

The dealer who works very closely with 
the factory; gives the factory his confidence; 
consults the factory about his business; helps 
the factory by furnishing information for 
its guidance; he is the dealer who avoids 
the rocks and the storms, he has always at 
his service the benefit of others' counsel and 

The salesman who sticks close to the fac- 
tory policies, uses factory selling arguments, 
keeps in close personal touch with the va- 
riou departments of the factory, is the man 
:who practically insures his success. 
I The factory benefits by reason of being 
iable to keep closely informed of conditions 
:in the field. Thus it works along intelligent 
ilines instead of hit-and-miss. And because 
!of the inter-dependence of factory, dealers 
land salesmen, this condition helps all alike. 
• Realize this "community of interest." Help 
it along. 

Automobile Salesmanship 


Director of Sales and Advertising 

[Began in January 3rd Iasua] 

Our Advertising 

In order that full advantage may be taken 
of the help our advertising offers in selling 
Hudson cars, it is necessary to know why 
the form of publicity we have adopted is 
being used. 

The Hudson is known as the "car of 
advanced engineering." It is the latest cre- 
ation of Howard E. Coffin, probably the most 
famous automobile engineer in the world. 
The fact that this Hudson is built by him, 
assisted by a board of 47 other eminent 
engineers, makes it a more attractive car 
than it would be had it been designed by 
engineers not so well known. It gives a 
reputation to the car. The reputation of Mr. 
Coffin for building well known, successful 
cars is made to establish the Hudson. Any 
new model, even from an older factory, would 
to a certain degree be looked upon as an 
experiment. The Hudson cars are not so 
considered, because they are built by a man 
who has never failed, and who is assisted 
by engineers who have had a hand in pro- 
ducing the world's leading motor car suc- 

Curiosity is always aroused by an announce- 
ment of new things. 

Imagination is the greatest of sales 
influences. Supply the details and there is 
no food for imagination. We are asked why 
we do not advertise full details of the con- 
struction of the Hudson cars. Mystery — the 
unsaid thing — is what impels people to 
investigate. If we were to publish all the 
details of the Hudson, they would be under- 
stood only by those who know something of 
the mechanical construction of an auto- 
mobile. Such a published statement would 
satisfy all interest the reader might have in 
the car. Those who were not impressed 
would make no further inquiry. By omitting 
details we excite curiosity which results in 

To those who do not understand auto- 
mobile construction, the statement would be 
uninteresting and therefore would fail to 
create any inquiry for little understood 

We take advantage of this situation. We 
talk about the designer and purposely omit 
facts about the car. We want to arouse 

Interest, | 


Inquisitiveness. \ 

People who have never heard of Mr. Coffin 
accept the facts stated, just as we elect to I 
office and daily discuss the personalities of I 
individuals whom we know only by the I 
reports published of them. We are all inter- 
ested in human nature. We understand that j 
and the personality of any individual is the ! 
most appealing of all subjects. 

It is not natural to doubt or question the | 
accuracy of a printed statement. No one did 
that in this case. We publish information 1 
about Mr. Coffin's relation to the automobile 
industry that carries sincere conviction. In 
that way we have established confidence in 
the car. The reader naturally accepts the 
statement, that Mr. Coffin has produced his 
greatest car in the latest Hudson. That 
establishes a confidence for the car impossible 
to gain by any other means. 

The effect of thus arousing curiosity and 
inquisitiveness is shown in the manner in 
which your interest can be aroused by some- 
one telling you that he has some important 
information to impart and in the next breath 
saying that on second thought he has con- 

cluded it is of such a character that it should 
not be told you. 

Immediately your inquisitiveness is excited. 
You are more anxious to have the informa- 
tion than you are willing to admit. 

By telling of Mr. Coffin's triumphs we have 
touched upon a topic of absorbing interest 
to all. By omitting details we have aroused 
an inquisitiveness that is prompting thou- 
sands to write to us and call on dealers for 
more details. 


Kind of Advertising Most Profitable to 


Five trained firemen can quench a flame 
that a hundred men working independently 
could not control. 

Each dealer may have a successful way to 
advertise. His way may be better than 
ours. We do not say that our way is the 
only way. 

But our advertising has a better chance 
to succeed than that of any dealer. Ours 
is a national appeal, while no dealer, because 
of the expense involved and the waste it 
would entail could hope to extend his adver- 
tising far beyond the boundaries of the dis- 
trict in which he operates. 

We can show a decided advantage in the 
type of advertising we use. When you see 
the influence of publishing the same kind 
of copy we print, we are sure that you will 
realize the money spent for local advertising 
is bringing you a greater return than by the 
use of any other copy. 

When John offered to bet Frank that he 
could not bear to allow the contents of a 
pail of water to drip, one drop at a time, 
on his hand, Frank thought it was easy 
money. So his hand was tied and the water 
was made to fall at the rate of about one 
drop a second. 

At first Frank thought it was fun. Then 
it began to annoy him and he talked to the 
boys about other subjects. He wanted to 
keep his mind off his hand. Then he began 
to squirm. He said it was "Getting on his 
nerves." Each succeeding drop fell with 
a heavier thud. His face became wreathed 
in terror and every muscle in his body was 
held tense as if to withstand a terrible blow, 
uiach drop now sent a thrill of pain into 
every nerve center. They were cutting with 
the sharpness of a dagger and Frank cried 
to be released from his position of torture. 

It was the repetition, the constant ham- 
mering. The mind was made to take the 
impressions that were driven into it with 
such powerful penetration. 

The public is just as susceptible to the 
constant repetition of a statement as was 
Frank to the drop of the water. 

Let us see how that applies to your adver- 
tising and to ours. 

Our advertising is appearing in publica- 
tions that go wherever there is the slightest 
possibility of interesting anyone in auto- 
mobiles. No one escapes. There is no pros- 
pective buyer of an automobile in your ter- 
ritory who has not and does not see Hudson 
advertisements. Our advertisements some- 
time will make a deep impression on the 
minds of most of the persons interested in 
an automobile. 

These people also see the papers in which 
you advertise Hudson cars. If your adver- 
tisements are different from those that we 
publish, they by their individual influence 
fail to make the impression that you desire 
them to produce. 

If the advertisements that appear over 
your name are similar to those that appear 
(Continued on Pare 3, Col. 1) 

Digitized by VjOOQIC 


The Babies in the Big Family 

A family without a baby is hardly to be 
considered a real family. And so it is that 
in the Big Hudson Family there are lots of 
little ones. Every 
now and then we 
hear some interest- 
ing stories about 
them. This is one 
of them. 

In Manchester, N. 
H. lives Mrs. Hal- 
sey Gibson, wife of 
a salesman for the 
dealer at that point. 
Mrs. Gibson claims 
to be a member of 
m u l s*i_ j c tne Bi S Family and 

Mrs.Hal^Ga^nandSon by tne game ^^n 

she says that her little son is also entitled 
to that distinction. 

Mrs. Gibson is training up the boy in the 
way he should go so that when he becomes 
of the proper age he will undoubtedly turn 
his energies in the direction of selling Hud- 
son cars as his father has done. 

His nightly lullaby, composed by Mrs. 
Gibson and sung to the tune of Jingle Bells, 
is as follows: 

"Now if you're getting wise 
That an auto you should buy, 
Just see 'the man who knows,' 
And he'll say 'A Hudson try.' 
There's no use fussing 'round 
With all the other makes. 
For anyone who tries a 'Hud' 
Why that's the car he takes. 

Chorus — 

Slide along! Glide along! 

Speeding like Old Nix. 

Oh, what fun it is to ride 

In a big, smooth Hudson Six. 

Oh. slide along! Glide along! 

O'er the land we fly. 

A Hudson Six you'll surely And 

Is the only car to buy." 

Automobile Salesmanship 

(Continued from Page. 2, Col. 3) 

in the magazines, if they present the same 
thought, in the same way, if they tell the 
story exactly as it is told in the other pub- 
lications, the effect of impressing the value 
of the Hudson car on the reader's memory 
is that much more certain. 

Our national advertising awakens a wide 
interest for Hudson cars. It is creating thou- 
sands of inquiries by mail and is sending 
buyers to every Hudson dealer. 

Certain thoughts presented in these adver- 
tisements are making this appeal. Some 
printed argument is responsible for this 
interest. It is shown by the fact that the 
buyer has come to learn more about the 

Unless you take advantage of that recog- 
nized condition, you lose much of the 
advantage that the advertising has created 
for you. 

If a great many persons come into the store 
following the appearance of an advertise- 
ment, the salesman should follow the argu- 
ment set forth in the copy. To make a 
solicitation upon any other feature of the 
car, no matter how convincing it may seem 
to be, is dangerous. 

The skilful salesman does not experi- 
ment. He talks to hold the interest and win 
the confidence of the buyer. You cannot win 
his confidence unless you talk to him about 
the things in which he is interested. 

Once interest is aroused do not make the 
mistake of directing it to some other fact 
about the car. 

Hold that interest and ultimately you win 
the buyer's confidence. Remember, that as 
the buyer places confidence in you, the con- 
fidence in himself is weakened in proportion 
to the amount given. 

Confidence is the greatest single influence 
in the sale of any article. It is inspired by 
intellect, honesty, knowledge and enthusiasm. 
The salesman who cannot ingratiate his per- 
sonality into that of the buyer and inject 
these influences, cannot succeed. 

Permanent Attraction in San Antonio, Texas 

Mr. William Steinhardt, the Popular HUDSON Distributor, in 

Motion Pictures, Presenting his well-known comedy drama, 

which ran for 365 days during 1913, entitled, "Getting 

His Name on the Dotted Line." 

Scene 1 
Through his office 
window, in the gray 
dawn, a prospect is 
seen approaching the 
Steinhardt show- 

Scene 2 
"You've got to 
show me," said the 
prospect. But "Bill" 
is never at a loss. He 
does it. 

Scene 3 
The prospect tells 
a story. And "Bill" 
laughs — for he is 
wise — even though 
it isn't a very good 
joke at that. 

Scene 4 
The last reel Is the 
title scene of the 
play. Here Mr. Stein- 
hardt is seen toying 
with the dotted line. 

C. H. Swart, who looms large In the affairs 
of the Washington Auto Company, in the Penn- 
sylvania city named after the great patriot, 
strolled in recently to see Sales Manager Morse 
and to talk over sales policies. 

G. S. Romer, of the Dominion Auto Company, 
Toronto, Ont., came over recently to see if Mich- 
igan looked like his country in the winter time. 

L». T. Flamsburg, who sells Hudsons in the 
Celery City, of Michigan, as a member of the 
firm of the Kalamazoo Auto Sales Co., brought 
in a prospect who could not decide between the 
roadster and cabriolet. He drove a "cab" home. 

Some salesmen call their position a "berth." 
It must be because they consider it a place to 
sleep in. 

Sometimes newspaper clippings give us in- 
formation which our dealers are reluctant or 
careless about doing. That is how we know 
that H. A. Gabel and John Schlig, of Rockford, 
111., had opened a new salesroom in December 
and were displaying Hudson Sixes to good ad- 
vantage therein. Congratulations ! 

Everything of interest to our readers is of 
interest to us. If a dealer hires a new sales- 
man and he Is a dandy, let us know. If you 
build a new garage, let us know. If you make 
a sale to a prominent man, whose influence will 
sell other cars for you, let us know. We can't 
get too much information. We are hungry for 
it. Our appetites are insatiable. Every particle 
of information we have about you helps us to 
help you. The dealer who co-operates most 
profits most. 

O. Remensnyder, manager of the Saginaw- 
Hudson Sales Company in Saginaw, Michigan, 
was interviewed while at the Detroit Auto Show, 
and reports good business in his territory. He 
is an artist at creating Boosters, and has sold 
seven 54s and many 40s. Specifications for 
more 40s were given while in Detroit recently. 

One way to fill the veins of dealers with en- 
thusiasm is to get a view of the Hudson factory. 
T. Hilt and C. H. Keating, of Fremont, Ohio, 
working with the Gamble Motor Company or 
Toledo, called at the factory recently and be- 
came so enthused that they decided they could 
sell more cars. They hurried back to Toledo 
and placed their order for an increase. 

Ernest Schneider, of the Washington Auto 
Company, which does the most of the motor-car 
business of the Yakima Valley, Washington, 
never loses an opportunity to boost the selling 
end. Recently he had a good ad. for the Hudson 
on the menu card at a dinner of the "Pom- 
Poms," the local "boosting" club. On another 
occasion he succeeded in having a Hudson Six 
used as the official car from which Anna Held 
sold Red Cross seals. We regret not having 
room to reproduce photographs of these inter- 
esting selling stunts. 

Dealers who wish to impress prospective 
buyers of Hudsons with the solidity and sta- 
bility of the Hudson Motor Car Company should 
send them whenever possible to the Hudson fac- 
tory, where they may inspect Hudson Sixes in 
the making. The impression they get of the 
factory and the car will be of invaluable benefit 
in making a buyer and later a booster of the 
prospect. The Gamble Motor Car Company of 
Toledo recently sent us Mr. A. T. Neflt, who 
placed an order for a Slx-40. The Grand Rapids 
Overland Company of Grand Rapids, Mich., in- 
troduced Mr. Jas. Diamond to the factory and 
the car. 

Persuasion is the word that sums up all 
these influences. It is a quality essential 
to all art. It is as necessary to the painter, 
the sculptor, the musician, the writer and 
architect, no less than it is to the salesman. 

Concentration of ideas is the thought 
expressed in this chapter. 

You can get full advantage of our adver- 
tising by following its suggestions and 
adopting it for your own advertising and 
sales solicitations. 

Much of these advantages would be lost 
by adopting any form of copy or argument 
that does not totally agree with it. 


Mediums of Advertising 

In the sense in which it is commonly used, 
advertising means a display announcement 
in a periodical, on a bill board or in a street 
car. It is in fact any influence that attracts 
attention. This attention may be valuable 
or damaging. It may be caused by a thou- 
sand different conditions. It is so closely 

related to salesmanship that it is impossible 
to define where one ends and the other 
begins. It is expressed in the clothes a man 
wears; the manner of his speech; the house 
in which he lives; the associates he has both 
socially and in business. 

These influences all count in the game of 
business. They all impress in advertising 
and have their advantages in salesmanship. 
In this chapter we shall deal only with that 
phase of advertising that relates to peri- 

If it were possible for us to know everyone 
interested in the purchase of an automobile, 
it would be foolish to advertise as we do. 
The cost for wasted effort is great. We are 
criticized for being large advertisers. Some 
say we should employ the money to send 
demonstrators and salesmen into each ter- 
ritory — but that waste would in that case 
be even greater than is that which we are 
now experiencing. 

(To be continued) 

Digitized by V^OOQIC 


&he Salesmen's Page 

Tactful Perseverance Wins 


Imperial Motor Car Co., Nashville, Tenn. 

When all mechanical features, luxury and 
beauty of car, as well as reputation of manu- 
facturer and agent, fail to overcome your 
prospect's indiffer- 
ence, toward your 
car, it is time to do 
some thinking. 

As it happened, 
this prospect had 
been a personal 
friend for quite a 
while and I was al- 
most at the point of 
losing a friend 
through repeated ar- 
guments, or giving 
up the idea of mak- 
ing a sale. My friend 
Allan F. Pwk« would not allow me 

Imperial Motor Car Co. to demonstrate the 

Nashville. Tenn. car g j decided to 

work along a different plan, and let him 
"sell" himself. 

Remembering his mentioning a friend of 
his who lived in a small town eighteen miles 
away, who had recently been called upon by 
one of our competitors, I went to see my 
prospect and told him I was going to drive 
out to Franklin to show his friend the Hud- 
son, and would like him to go along with me. 

He immediately agreed to go, "just to see 
his friend." I intended taking a 1913 Hud- 
son owner along, to get up a conversation 
about the 1914 car, so my prospect could lis- 
ten. But, fortunately, District Manager 
Glynn arrived here to see "Why we were 
selling so many Hudson cars," and I invited 
him to make the trip with us, telling him I 
was going to see a prospect; not mentioning 
the fact that our passenger was also a pros- 

Well, I did my best on that ride to show 
the car up to every advantage, and all re- 
marks concerning the car's behavior were 
addressed to Mr. Glynn and, naturally, he 
opened up and told me all he knew about 
Hudson cars, the Hudson factory and Hud- 
son people, and all the while Mr. Passenger's 
ears were wide open. 

We missed our prospect, but his wife was 
at home and by the way my friend joined 
in the conversation about the car I knew he 
was feeling more kindly toward the Hudson. 

On our return home we had a little race 
with a strange Six, and when the car ahead 
was doing its best, some one said "open her 
up" and I think it was our passenger. We 
passed O. K. and our opponent never at- 
tempted to catch us. Arriving home, we de- 
livered our passenger without further talk 
about the car. 

The next day I "happened" along just as 
my prospect was leaving his office, and asked 
him to ride to the garage with me, and I 
would take him home. After I got him in 
the car I complained about my "vaccination 
arm" and asked him to drive. My prospect 
forgot to stop at the garage, and when we 
arrived at his home he remarked that the 
car handled fine. 

I decided I would try again next day for 
the order, but my prospect beat me to it. 
He phoned me at home that night and asked 
what allowance I would make on his old 
car. I named him a price and he seemed 
disappointed and remarked that he had been 
offered $300 more by a competitor, so I told 
him he was not getting an estimate on the 
value of his old car, but the real value of 
the car he was being offered, that the higher 
offer simply amounted to a cut in price. I 

went into detail on this subject and was re- 
warded by an invitation to call at his office 
the following day. I was there on time and 
got the order. 

I think this is an instance where "perse- 
verance is better than swiftness," for I can- 
didly think this man would never have been 
a Hudson owner had I continued trying to 
overcome his prejudice by discussions in his 

From Prospect to Owner 


Sales Manager Western Canada Motor Car 

Co., Winnipeg, Man. 

The first principle of the up-to-date sales- 
man is to have a thorough knowledge of what 
he is selling. Use convincing arguments — 
for such they must 
be if you are going to 
win out, but do not 
press them till they 
lose effect and do not 
antagonize your pros- 
pect by parading 
your opinion and 
your knowledge 
against his. 

Perhaps one of the 
most difficult things 
for the salesman is to 
introduce his subject, 
especially to the pros- 
pect whom he has not 

yet approached. ma manager, wenere Canaan 

The prospect has Motof Car C°- Win™!**. Man. 
seen your newspaper advertisements. He 
also has received your circular follow-up let- 
ters about the car and has come in to look it 

Now this is where your personal work be- 
gins. As you come forward to meet him, 
make him feel that you are pleased that he 
has called. 

At this point, if possible, detain him a few 
feet from the car, to the right front prefer- 
ably, while you draw his attention to the dis- 
tinctly attractive appearance, with its pure 
streamline body. Be particular to note the 
perfect form, from the front view, sloping 
back from the radiator, giving the car its 
beautiful street appearance. 

The conversation while at this view-point 
should be short, as your prospect is anxious 
to get closer to the car. It is, however, suf- 
ficiently long for your experienced mind to 
determine the line of argument you are now 
going to introduce. 

If your prospect is of a mechanical turn, 
your argument should be along this line. 
Show him that nothing has been spared in 
material and workmanship. Simplicity of 
construction is one of the leading features. 

If your prospect has no mechanical knowl- 
edge, you must proceed along an entirely dif- 
ferent line. Make the appearance of the car 
a strong feature, with its streamline body, 
left drive, clean running boards, easily ac- 
cessible at all doors. These points will ap- 
peal to him. Give him to understand that it 
really is not important that he should have a 
thorough mechanical knowledge, especially to 
buy a Hudson, as each part of the car was 
under the direct supervision of a specialist — 
one who knows more about that particular 
line of work than any other — hence, the re- 
sult is a car remarkable for its efficiency and 
thoroughly adaptable for the purpose for 
which it is designed. Mention the fact that 
the Hudson is built by one of the strongest 
manufacturers in the world and the destiny 
of the car is in the hands of Howard E. Coffin 
— master mind of the automobile world of 

As you prepare the order for his signature, 
come forward with your service argument. 

The final, a strong personal appeal. Re- 
member that personality counts greatly in 
closing the sale. 

Educate the New Salesman 

A. H. Jennings & Sons, Kansas City, Kant. 

In breaking in a new salesman, we instruct 
him as follows: 

Impress the prospect that in buying a 
Hudson he becomes 
a part of a great or- 
ganization, often re- 
ferred to as the "Big 
Family," and that 
every person in that 
organization will 
have a personal in- 
terest in him from 
the owners of other 
Hudson cars, up to 
the president of the 
Hudson Co., and that 
he will always be 
proud to think that 
he is associated with Frank H. J«min« 

an organization of A. H. Jenninc* & Son* 

SUCh high Standing Kama. City. Kama. 

in every community, financially, morally and 

Get your prospect to think Hudson and 
not to associate the Hudson with ordinary 
motor cars. 

Never make any comparisons between the 
Hudson car and cars selling for a lesser price 
than the Hudson only when absolutely neces- 
sary to show the greater value received in 
the Hudson car for a slight additional cost. 

Use your best efforts to sell the men of 
influence and good standing in your city. It 
takes no longer to work these prospects than 
others, and if you get the Hudson started 
with this class, it is a great help on future 
prospects, as with proper service, the car 
will give complete satisfaction to the most 
particular people. 

Talk service, not price. Avoid the price as- 
much as possible till your prospect becomes 
a Hudson enthusiast. 

Never make a prospect a price on his old 
car until you have him sold (in his own 
mind) on a Hudson car, and then you can 
get his old car from 10% to 40% less than 
you could before. 

Learn the cars of your strongest competi- 
tors well, that you may know their faults 
or weaknesses, if any, in case you have to 
make comparisons or offset any arguments. 

Be courteous to prospects who buy from 
your competitors and you will eventually 
get them in the end. Show them how much 
better service Hudson owners are given than 
they are. If they have trouble with their 
cars or the service they get, do not knock 
the car or the organization that sold it to 
them, just sympathize with them and be of 
any help, if you can consistently. 

Give irreproachable service to your Hud- 
son owners. Do not let your owners 
have to go any place to get anything 
done to their Hudson cars better than your 
service station can do it. Such service as 
you do gratis, do cheerfully. Do not try to 
make a fortune out of your repair shop. 

Do not let your prospects get stale. Do- 
not drop a good old prospect to work a new- 
one of unknown quality. 

Read the Triangle religiously. You will 
get lots of good selling ideas. 

We wish to further advise that we work 
our mimeograph overtime, and use the Hud- 
son follow-up letter with a great deal of 

Digitized by 








Preparation Before Concentration 

"Concentration is fine and of course essential; but it is not of much 
use without Preparation." — E. V. Stratton. 

E. V. Stratton, president of the E. V. Stratton Company, Albany, N. Y., 
is a man of ideas. This is one of them. It came out of a letter recently re- 
ceived from Mr. Stratton. It is too good to be allowed to slip out of sight 
without its being called to the attention of TRIANGLE readers. 

It isn't a new idea. It has been said there is no such thing in the world 
as a really new idea. This one of preparation has been used by many suc- 
cessful men. 

Since the world began knowledge has been power. 

Know the Answer. 

Dealers and salesmen should know the 
answer to practically any and every question 
that can be asked them by a prospect. This 
cannot be learned in a day. But a good start 
can be made by every man, and the store of 
available knowledge rapidly can be increased. 

To know the Digest from cover to cover 
so that one might pass an examination on 
its contents is a first essential. 

To subscribe for and read thoroughly one 
or more good motor publications is advis- 
able. A man should know as much as pos- 
sible about all the cars on the market. And 
he should know competing cars practically 
as well as he knows his own. He should 
know, too, all about accessories, old and new. 
N«w things are usually exploited, or adver- 
tised, in the leading motor papers. There he 
finds them and learns about them. 

The Triangle supplies details of new ideas 
as they come up from time to time. These 
points should be studied, recorded in note- 
book, or clipped for future reference. 

Know the Prospect. 

To know the prospect is most valuable. 
To spend some time in investigation before 
calling on the prospect, or before making 
any definite or settled campaign for the 
order, is almost necessary. 

Many salesmen rush after a prospect with 
merely the knowledge of his name and that 
he is interested in buying some car. This is 
poor judgment. 

The first thing to learn about a prospect is 
if he has the money. Be sure of this point. 
It's useless to waste time on a prospect who 
hasn't the financial ability to buy, after you 
have "sold" him. 

Find out the habits of your man, his hob- 
bies, his clubs and lodges, his business associ- 
ates, his place of luncheon — any and all In- 
formation of this kind may become the point 
on which your closing will hinge. 

Know the Field. 

Canvass your field. If you don't find 
enough prospects coming to the show-rooms 
in response to advertising get out after them. 
Get well acquainted with owners, they will 
tell you of friends who are in the market for 

Take a block, or a certain district, and see 
every man in it who may be a prospect. 
Watch every avenue of information that fur- 
nishes any hint of the receipt of cash by 
persons who might become prospects. Par- 
ticularly know the local cars and their own- 
ers. A man who has an old model car, and 
money enough to buy a Hudson Six, is good 
material. Keep posted on the used-car field 
also. People who can buy small cars at $400 
or $500 can buy used cars. By selling a used 
car, you frequently can turn jtwo deals. Make 
a list of cars and their owners. Sell a man's 
car as a used car. Then call on him, tell him 
you have a sale for it, and sell him a Hudson. 

These are merely guide posts. Each man 
must work out the details for himself. 

Service Idea Is Growing 

When the sewing-machine or the type- 
writer gets out of order we telephone for the 
repair man. When the horse needs shoeing, 
or the harness develops a break, or the door- 
bell fails to ring, we call for an expert to 
put it in shape. 

Yet some have thought they must know all 
about a motor-car before they could venture 
to own one. And men spent much time and 
labor in learning how to care for a car. 

Today we are learning better. Service is 
in the air. The owner who knows almost 
nothing about his motor is apt to have a 
better car and better satisfaction from it 
than if he was a "shark" on mechanical con- 

Thus the need of talking mechanical parts 
in selling a car is rapidly disappearing. Of 
much more importance is the standing and 
reputation of the manufacturer. Design is 
of more importance than detail. 

Instead of a minute explanation of motor 
parts the salesman of today shows the pros- 
pect the unfailing efficiency of the Service 

System. He explains how owners no longer 
need be able to care for and repair their own 

All that is today needed with a motor-car 
is to feed it and groom it as one would a 
horse. Oil, water and gasoline, at regular 
intervals, is all the car asks. The Service 
man at the garage will make twenty little 
needed adjustments while the owner would 
be hunting for one. And should the car get 
"sick" the "doctor" is the man to look after 
it. More cars are injured by being tinkered 
at by the owner than are harmed by neglect. 

At the same time this must not be under- 
stood to mean that one may run a car week 
after week, and month after month, with no 
care. Intelligence must be exercised in the 
application of this principle. 

Yet for the average owner, for city and 
near-city driving, it may be safely urged by 
salesmen that the less he "fusses" with his 
car the better satisfaction it will give him. 

Talk "Service Department" instead of 
"Technical Mechanical Details." 

Lest You Forget 

The Advertising Department has a num- 
ber of things on its mind. A few of them 
are mentioned in this column. We urge 
upon dealers the advisability of stocking up 
with these articles. Quite a number have 
done so but there are others from whom we 
have not yet heard. Please read over this 
list and let us have orders for these articles. 
All of them are well worth the consideration 
of every dealer in Hudson cars. 

Nickel Triangles for Radiator Cap. Thou- 
sands of these have been ordered by deal- 
ers and used on Hudson cars. They can 
now be seen in every section of the United 
States, but there are thousands of Hudson 
cars still not equipped with these triangles. 
We urge upon all dealers the advisability of 
keeping these in stock and supplying them to 
owners. These are only 20c packed in boxes 
suitable for mailing. Let us have more 
orders for these nickel triangles. 

Hudson Road Signs. In order to secure a 
favorable price on the road signs which have 
been described in the Triangle, we must 
have an order for a considerably larger 
quantity of them than has yet been arranged 
for. We have not purchased these as yet be- 
cause of the winter weather, but we urge 
upon all dealers the advisability of getting a 
supply of these signs in readiness before the 
season opens up so that they may be placed 
on the roads where they will be useful, and 
they will prove fine advertising for Hudson 
cars and for Hudson dealers. 

Refer to the Tki angle for November 29, 
1913, for full description and price of these 
signs. This is an important matter and we 
wish to impress upon dealers the advisabil- 
ity of getting orders in for these signs as 
early as possible in order that they may be 
made in time for the opening of the season 

Hudson Pennants. We are constantly get- 
ting new supplies of blue and white pen- 
nants marked "Hudson" and "Hudson Six." 
These come in rights and lefts and are sold 
in pairs at 40c a pair net and no less than 
five pairs furnished on any order. Every 
car that passes through your town and every 
car that goes out on a tour should be equip- 
ped with these Hudson pennants. They are 
splendid advertising and are most inexpen- 

Leather Triangle Binders. We are not 
getting as many orders as we should for 
leather covers for the Triangle. Of course 
we sell a great many, but still there are 
numerous readers of the Triangle who are 
not supplied with these binders, and we 
urge upon them the advisability of being 
provided with the shoestring binder so that 
they can preserve copies of the Triangle. 

Permanent Binder for Factory Letters. 
We are having a gratifying number of or- 
ders for these binders. They are designed, 
as was explained in a recent number of the 
Triangle, for the preservation of Circular 
Letters from the Advertising and Sales De- 
partments. These letters are all punched 
ready for the ring binder. It is most Import- 
ant that dealers should file these letters in 
order as they are received and they will 
then have them always on hand for refer- 
ence. Systematic work of this kind is often 
what marks the difference between success 
and failure. Let us have your order for a 
ring binder by return mail, please. 

Binders for Owners' Bulletin. We are 
constantly sending out binders for the Own- 
ers' Bulletin. We urge upon dealers the 
value of keeping their owners advised of the 
fact that they can have a binder for their 
Bulletins. See that each owner is provided 
with same. 

Digitized by UOOQ LC 





Considered m Pint Class Matter by Every Live, 

Prosperous Hudson Dealer. 




Now is the time to get ready for spring 
and early summer rush. 

Dealers write from many sections of heavy 
snow, extreme cold, impassable roads. This 
is an ideal time to turn in and do needed 
INSIDE work. 

In spite of all we can say through the 
Triangle, and through District Managers 
some Hudson dealers continue to run their 
showrooms in a way that is positively dis- 
graceful. This is pretty plain language, but 
it is merited by some men's habits. It is 
NOT meant for the careful, cleanly, ener- 
getic man. Where the cap fits, the right man 
will recognize its fitness for HIM. 

We want the Hudson salesroom to be 
the best In the town. We desire that the 
Hudson dealer shall have the reputation of 
having the neatest, cleanest, most attrac- 
tive salesroom and offices in his district. 
every territory in the United States and 
Canada. This might as well be understood 
right now. The man who persists in ignor- 
ing all our efforts to pull him up into this 
position is working under a BIG HANDI- 
CAP. He always will have to overcome the 
impression that comes to mind every time 
his name is mentioned — that he runs a 
"rotten salesroom." 

Many an otherwise good automobile dealer 
has lost his connection, has lost sales and 
profits, and gone down and out of the busi- 
ness on this account. We do not say that 
this happens to every dealer who runs an 
untidy, slovenly and unattractive salesroom 
and shop. But it DOES make a difference. 



The winners are the learners. 

Only those lead who, every day, add some- 
thing fresh to their store of knowledge. 
There is no such thing as standing still. 
We either go forward or we go backward. 

The capacity to absorb useful information 
is invaluable. Yet it can be acquired. The 
determination to preserve no "trash" in the 
granary of our thoughts is possible to all. 

Everything big in the world has been 
done because of the effort to find out. The 
fall of the apple, the steam that lifted the 
kettle lid, the feather that clung to the 
amber, all were merely starting points for 
finding out gravitation and steam and elec- 

To apply this in practical, every-day life. 
Keep out of the "don't know" club. Let 
nothing of value pass you without your 
gleaning from it an addition to your store 
of useful knowledge. Useful in furthering 
your business, your prosperity, your hap- 

If you are weak on your information 
about the company, or the car, or your own 
local organization and method — "find out." 
If you are "not sure" about some point of 
information in connection with a prospect, 
"find out" before you attempt the sale. If 
contradictory reports reach you that have a 
definite bearing on some plan you have In 
mind, "find out" the truth before you move 
a step. If you "think" the factory will have 
"lots of cars" for you in June, even though 
you don't state your needs now, "find out" 
about it before you go any further. If you 
think you are not getting the same, treat- 
ment as other dealers, make it your business 
to "find out" the facts. It will save mis- 
understanding and loss of faith. 

Automobile Salesmanship 


Director of Sales and Advertising 

(B«s*n in January 3rd bsua) 


Mediums of Advertising 


Not every reader of every publication could 
possibly be interested in owning an auto- 
mobile. Some who are interested in the 
purchase of a car, may be so absorbed with 
other thoughts, at the time the periodical 
containing our announcement is being read, 
that we make no impression upon them. 

They may give but passing attention to our 

The human mind is as a sieve, through 
which ideas and impressions are constantly 

Some suggestion may linger. At an unex- 
pected time it is aroused by seeing the 
same thought elsewhere or in a different 
way. There is much chance in advertising 
for it is impossible to know just who or 
when anyone will be interested. 

Much of this chance can be eliminated by 
advertising in publications known to cir- 
culate among that class which is most likely 
interested in the purchase of automobiles. 
We use magazines because they are read by 
such a class. They are circulated in all sec- 
tions. A majority fall into the hands of 
those who are not interested. Some attract 
the attention of those who had never before 
thought of owning an automobile. 

But admitting all these recognized pos- 
sibilities of not being able to appeal to the 
reader at the most advantageous time we 
still find it a powerful influence in making 
sales. It helps the salesman who calls on a 
man whom he thinks might be interested. 
The message has very likely been read. The 
introduction the prospective buyer has had 
to the Hudson through the advertising ma*kes 
the salesman's task easier. Persons look 
upon such publications as a current and 
looking up prospective buyers, we could not 
obtain the result that advertising produces. 
It would be impossible to obtain enough 
competent men to do the work. Each would 
be an individual incapable of doing more 
work than he himself could attend to. He 
could see but one prospective buyer at a 
time. He could interest only a few in a 

By advertising we multiply the sales 
efficiency of one man a million-fold. What- 
ever interests a thousand men, will appeal 
also to the millions. 

Personal calls are valuable. The dealer 
and his salesmen are in a position to see 
only those in their immediate neighborhood. 
They have the advantage of acquaintance- 
ship, friendship and other influences that 
the advertising does not possess. But, adver- 
tising has the advantage of bigness. Things 
that are known to occupy prominent posi- 
tions in the trade of distant sections have 
a local appeal that cannot be obtained with- 
out advertising. 

We advertise in magazines, newspapers, 
farm publications and trade papers. 

In addition to these, there are certain class 
publications such as journals that go to 
doctors and periodicals that are devoted to 
the trades and to the professions. No 
reader gives his attention exclusively to any 
one publication. The farmer, in addition to 
reading an agricultural journal, also reads 
the newspapers and magazines. The doctor 
is a reader of other types of publication in 
addition to his medical journal. 


We use the various types of periodicals 
in order to attract the reader's attention at 
the time when he is most interested. 

The magazines have a national circulation. 
One in which we regularly advertise goes 
into one out of every fifteen homes in 

Our announcements are distributed 
every city block; at every cross-road; 
every farm; in the offices of every doctor; 
the factories; in the homes of the million- 
aire; in the clubs; in the stores and in all 
places where thinking, progressive people 
are to be found. We go to millions who do 
not and will never own an automobile. We 
also indelibly stamp the story of the Hudson 
into the brain cells of thousands who this 
year or at some other time will be in the 
market for an automobile. 

We will never be able to completely trace 
or accurately determine the extent of this 
influence. We know that it pays by the 
increased volume of business it makes for 
us, and what such methods have done for 
manufacturers in other lines. 

Advertising has changed our methods of 
living. It causes us to eat new and strange 
foods; it compels us to dress better; to think 
differently and it has been of tremendous 
influence in creating the popularity of the 

We advertise because it paps. 

The newspaper localizes our advertising 
energies. Hudson advertising appears only 
in newspapers that circulate in districts 
where Hudson cars are sold. The character 
of their circulation makes it possible to con- 
centrate the advertising to the dealer's 
advantage. It is impossible to carry any one 
dealer's name in the advertising done in 
publications having wide circulation. It can 
be done only in newspapers, for they circulate 
i where the dealer can obtain the full value. 

Farm papers have the widest circulation 
of any type of class publications. There are 
approximately seven million farms in the 
United States. Less than a hundred and 
fifty thousand farmers now own automobiles. 
We reach that type of buyer by advertising 
in farm papers. They will be" the big buyers. 
Eight of every ten farmers in the country 
have need for and can afford to buy an 

Large city dealers, whose trade is confined 
to the residents of the city, may not take 
much interest in the farm trade, but in this 
class of business, there is much for the city 
dealer to look to for assistance in selling to 
the city man. A car that meets the require- 
ments imposed upon It by the farmer, is the 
one that will stand up under the demands 
made of it by the city owner. The farmer 
requires a greater range of work for his car, 
and the fact that the Hudson successfully 
meets with these requirements is often a 
conclusive argument in selling to the city 

Motor publications are not read to any 
great extent by the man who has not owned 
an automobile. Many enthusiastic owners 
take automobile papers and automobile club 
journals. Our advertising in that type of 
papers is directed to those who are thinking: 
of buying a new car. Thousands of cars are 
sold every year to this type. We appeal to 
them in the motor papers as well as through 
the magazines, newspapers and agricultural 

(To be continued) 

If you are a dealer and an applicant for 
a territory under your jurisdiction makes 
plausible representations and promises, don't 
pass them on to the factory until you "find 
out" the facts. It saves time and trouble all 
around. If you are a salesman and you 
get a "hunch" that you are not being fairly 

treated, go right to your dealer and "find 
out." It avoids much grief and worry. 

The "find out" principle is applicable to 
many diverse situations. A whole Triangle 
might be filled with illustrations. These 
are merely sign-posts along the route. 

It's easy to discover others. "Find out!" 

Digitized by V^OOQLC 


Excellent Selling Hints 


Sales Manager Pacific Car Co. % Tacoma, Wash. 

Self-reliance and tact are most necessary 
for success. Enthusiasm and sincerity are 
contagious, and will never fail to make 
friends. If you approach a person in a half- 
hearted, luke-warm way, you will meet with 
a like reception. If you have this feeling of 
enthusiasm and show it, you cannot fail to 
impress the person to whom you are talking. 
You are representing one of the best built 
cars in the world and selling at such a re- 
markably low price that any fair-minded per- 
son who has use for a car and has the 
money can be convinced with little difficulty. 

During my first interview I am very care- 
ful to weigh every word and to note how my 
proposition is being received. I also size up 
my man and surroundings, etc. I do not gen- 
erally make the first interview very long. 

I make it a practice not to rush in my 
talking to a prospect. If he is busy, it is 
easy to get an opening by simple questions 

ask in the negative. 

If I have judged correctly, I will secure 
the order. If the person objects, however, I 
do not J have ah 

jnost u lesitation, 

I take t yet pre- 

sented, my mind. 

Of coui Lime what 

will ini atest sub- 

ject, th id when I 

again a lost cases, 

get his 

Aim . will meet 

many irritable people, but do not lose your 
temper. If, after using every effort, you do 

try to leave as 

o talk mechanical 
do I mention a 
a difference be- 
lt comparison. I 
>ct to my car and 
h my car as much 
as possible. 

I alwa; 
card syst 
the next 
book. I 
I do i 
but do b< 
the whee 
cylinder car. 

Wonderfully Successful Exhibit at Houston,Tex. 

eral days. This sign is shown in the lower part of the photograph. This alone excited 
a great deal of attention amongst Houston people. 

After the sign was removed and the exhibit was thrown open, it was estimated 
that within a few days between three and five thousand people were in the showroom 
to inspect and admire the car. 

The room was so crowded for three days that it was nearly impossible to handle 
the people. Nevertheless, the salesmen of A. C. Burton & Company secured a prospect 
list of splendid proportions and unusually excellent quality. 

The success of this Houston display is simply another argument why dealers 
should use this method more generally. Wherever special displays and advertising of 
this kind have been made use of, the results have been more than gratifying. 

First Hudson Six-54 in Buenos Aires 

It is with great pleasure that we have the 
privilege of publishing the photograph of 
Mr. J. P. Billiet, of Buenos Aires, with the 
first Hudson Six-54 that entered the terri- 
tory. The gentleman on the front seat with 
him is the owner of the car, Mr. Jacinto 
Zubillaga, and the owner's family occupies 
the tonneau. 

Mr. Zubillaga is a wealthy farmer from 
Tandil F. C. S. Buenos Aires. This gentle- 

He now is one of the most enthusiastic ad- 
mirers of the Hudson and is already work- 
ing for its further popularization. 

Nearly every day we get letters from enthusi- 
astic owners of the earlier models of Hudson 
oars. They contain such lines as these, "I 
thought mine was a freak car until I learned 
there were thousands more on the roads just 
like it" Others are so proud of their cars that 
they name their children in Its honor ; and others 
are Just naturally so proud of being a Hudson 
owner, that they have to come to the factory 
to tell us about it. A recent caller was D. H. 
Steinmetz, who came all the way from Sonora, 
<'al.. In the region of the Yosemlte, with his 
son. D. H. S., Jr., to brag about his old Hudson 
"2d." He says he hates to give up his "20," 
but after seeing the Six-40. he concluded to 
Place an order soon with A. H. Patterson of 
Stockton, Cal., his nearest Hudson dealer. 

I W. C. Spear, the big Manchester, N. H., dis- 
I tributor, is a great believer In the circular letter 
, to prospects — always provided that the letter 
is a good one and gotten out in first-class style. 
A poorly printed and bad looking letter he con- 
siders worse than none. His system includes 
regular letters to all sub-dealers' prospects in 
his territory, as well as to his own retail list. 

This is an excellent Idea and one that can be 
followed with profit by other distributors. 

F. O. Bezner, vice-president in charge of 
foreign sales, with headquarters at Paris, is 
spending a few weeks at the factory- He will 
return to Paris within a month, primed with 
the very newest sales, service and advertising 

Digitized by VjOOQ IC 



George. W Jiminez 

H. L. AmoU. 
Los Angeles, Cal. 

Make Used-Car Sales Clean 


H. L. Arnold, Los Angeles, California. 

There is a way to handle the second hand 
car when it becomes an obstacle in a sale, 
just as it is possible to show a man so much 
more value for his 
money in the $2,250 
or $1,750 article com- 
pared with lower 
prices, that the man's 
own judgment will 
decide in favor of the 
higher priced ma- 

No doubt you have 
often heard some- 
what of the following 
conversation : "You 
say you must dispose 
of this car which you 
own before you buy 
any other, would you 

be willing, Mr. J , 

to place a price upon your car that would 
make it a ready sale or would you consider 
an allowance of so much upon your car as 
reasonable, or allow us to take the car and 
sell it for' you without any charge whatso- 

"No, I must dispose of this car when I buy 
a new one, for I don't want anything more 
to do with it. The company that I buy from 
must take this car as part payment on a 
new one." 

"Well, sir, have you ever considered the 
$2,250.00 price, at which the Hudson Six-54 
sells, is a cash' price and that that price does 
not allow any leeway to speculate upon the 
trading of second hand cars. You will, no 
doubt, find many cars on the market that 
are selling at a price of $1,000.00 or more 
above the price of this car, possessing less 
features or refinement and quality, upon 
which you will get a flattering offer, taking 
your car as a trade. They can better afford 
to do it for they have inflated the price of 
their car to allow them to speculate upon 
getting $100.00 or $200.00 less than they will 
allow you for your old car and still make 
more money in the sale of their car than we 
do on the Hudson. You will not find another 
car that comes into your hands at nearer the 
actual value of production than does this 
Hudson car." 

There is an instance in this regard that 
happened but recently in Los Angeles: A 
lady possessed a two-year-old model of a 
competing car, and was very anxious to 
own a new Hudson Six-54, but insisted more 
or less as the above conversation relates. I 
warned her that it was possible for her to 
go to some company who would offer her 
some flattering allowance on her car and 
that she would pay in cash about as much 
as she would have to pay for the new Hud- 
son Six-54 and still have to sacrifice her 
old car; but she "knew better" and conse- 
quently traded her car in with the other 
company, paying about $2400.00 difference, in 
spite of the fact that we could have gotten 
$1,000.00 for her car within sixty days. 
After giving her old car and paying $2400.00 
cash, she drove her new car less than one 
week when, to her astonishment, she saw a 
muslin sign on the company's window quot- 
ing the very car she was driving at a new 
price of $2450.00 or, in other words, the 
company had practically allowed her $50.00 
for her old car, which we could have sold 
for her account for at least $1,000.00 had she 
dealt with the Hudson Company. 

That is just one of the many points upon 
which the salesman must work, and it is 
only by using brains in daily talks that you 
may get the prospect's mind in the proper ( 

j channel and get him to see that today we 
are offering him a superior article for a 
lower price than prevails. 

| Salesmen must not allow their personal 
feelings or ideas as to what stand they must 
assume in this question to influence their 
actions at any time. They must bear in 
mind that the owner of the old car deserves 
the greatest amount of consideration and a 
willingness upon our part must be shown 
in every way possible to co-operate, dispose 
of, or to help to dispose of his old car. 

Tomorrow, or a year from tomorrow, he 
will then have a used Hudson car which he 
will be offering as a trade to us on a new 
Hudson and consequently will measure our 
future attitude toward him by our present 

The Tragedy of the Lost Order 

Washington Auto Co., North Yakima, Wash. 

What is the most tragic thing in the 
world? Answer: A 
little boy at a Christ- 
mas tree whom no- 
body remembered. 

The second most 
tragic thing is a 
prospect headed for 
the door of the sales- 
room without having 
left a deposit on a 
Hudson car. 

Salesmanship i s 
the art of inflicting 
this tragic feeling on 
the other fellow. 

The prospect will 
buy the Hudson if he 
is made to feel the 
tragedy of being without it. 

Harry H. Andrews, 

Waihington AutoCo., 

N. Yakima, W«h. 

Morris Adler 
Reid Motor Co., Quincy, 111. 

why on a "gloomy" morning, when some one 
of the sales force comes in with the remark, 
"Gee, but this is a rotten morning," the 
sales manager doesn't get the boys together 
and give them a good hot talk on the fact 
that the sun is shining some place, and be- 
cause they are unable to see it for the mo- 
ment, should not cause them to sit down and 
wait for it to come up. If t when calling at 
John Smith's office, he remarks about its 
being a gloomy morning, tell the salesman 
to go over and pull the shades down, turn 
on the light and say, "Now, it is not gloomy." 
(This was very successfully pulled off a short 
time ago by a salesman in one of our larger 

Another suggestion I would like to make, 
which has been tried out very successfully* 
is that a suggestion box be placed somewhere 
in the salesroom or office, where anyone 
with an idea can write it on a piece of paper 
and put it in this box. The sales manager, 
going through these from time to time, may 
find an idea there that would prove of great 
benefit. Another equally good stunt is to 
offer a small prize for anyone suggesting the 
best idea in a given time. This sometimes 
makes people think, and I am afraid that 
too few of us think as much as we ought to. 

Promoting Harmony and Good 

Reid Motor Co., Quincy, 111. 

A feeling of harmony can be best promoted 
by an informal getting together of the 
various departments and their respective 
heads about once a 
week. At this time, 
a very informal dis- 
cussion is usually 
started. Every mem- 
ber of the sales force 
is urged to take part, 
advancing new ideas 
or showing why cer- 
tain business has 
been lost in the past, 
and how best to rec- 
tify such mistakes, 
so that the same 
thing will not occur 
in the future. 

Once a month a 
luncheon or smoker 
can be held. I believe this does more to 
promote a feeling of loyalty in a firm than 
can be brought out in any other way. It 
shows the humblest employe that the heads 
of the firm are not too high-toned to get to- 
gether with the employes. 

There are a lot of people who # when at a 
formal meeting of any kind, are too afraid 
to get up and speak a word, yet at an in- 
formal discussion sometimes prove to be the ! 
best speakers present. Hence, the absence of j 
any formality goes a great way toward the | 
placing of many of these people in a more 
comfortable and easy frame of mind. | 

It is probably best to hold these meetings 
of an evening. And yet I sometimes wonder I 

Dotted Line Ideas 

A. C. Burton Sl Co., Houston, Texas. 

Get positive date for future call on prospect 
to have lead to go back when leaving. Then 
be prompt in filling appointment. 

When talking, use 
expressions of confi- 
dence, leaving out 
the "if," example, 
"When you drive this 
car," instead of "If 
you drive this car." 

Save some good 
points you know will 
appeal to customer, 
to be used in closing 

Have confidence in 
customer or prospect 
that he will buy, and 

Confidence in self. Reuben A. Livezey 

Be positive and de- A. C. Burton & Co. 

termined. Houston, Texas 

Avoid "wishy-washy" or vacillating prac- 

A neat, quiet-running, moderately-colored 
automobile has the same advantage over the 
noisy, flashy colors and useless extras as 
does the quiet, neatly-dressed, plain clothes 
salesman over the "hot air" artist with 
dudish dress. 

Keeping demonstrator and show cars in 
good running shape, neat and clean and in a 
neat, clean show room, and men connected 
with handling and selling them likewise, is 
a large factor in selling. 

Mr. H. E. Aldrich, an insurance man of Des 
Moines, Iowa, came to Detroit recently to place 
an order for a Light Six. The factory where 
he first called didn't have any, so he came over 
to the Hudson factory. After seeing the Six- 40 
he became enthusiastic and agreed to call on 
the Hudson-Jones Automobile Company of Des 
Moines, with reference to the dotted line when 
he returned. 

Recent factory visitors of prominence. Edward 
C. Gernhard of the Gamble Motor Car Co. 
skidded in from Toledo, Ohio, to talk sales, 
advertising and a myriad of other things. 
"Eddie" Bald, proprietor of the motor company 
which bears his name, smiled in from the Smokv 
City with his specifications for March deliveries. 

C. E. Flory, star Hudson salesman and a mem- 
ber of the Buffalo-Hudson Sales Co., came in 
with a sheaf of February and March specifica- 
tions. Geo. S. Danaher of the Southern Motors 
Co., Louisville, Ky., arrived to talk over "The 
Three Esses" — Sales, Shipments and Service. 

D. G. "Doc" Wright, proprietor of the Western 
Canada Motor Car Co. of Winnipeg, blew south 
to escape minus 40-degrees weather. He was 
interested in the way we are rushing 40's 
through the factory. F. M. Busby, sales man- 
ager of the Louis Geyler Co., Chicago, strolled 
in from Chicago, filled with the idea of increasing 
their allotment of 40's. 

Digitized by VjOOQIC 









The next 120 days decides your year's selling 

record! You are now entering the home stretch! 

— Time for the whip and the spur! Analyze 

—Make your 

Let this be 

every detail of your producing force!- 
entire organization 100% efficient!— 

the best year you ever had! You can do it! 

Get out and WIN! 

Cabriolet Honors 

Distributors Who Wear Blue Ribbons 
as Sales Leaders 

1 — Xew York 25 

'2 — HoHton 9 

:i — Detroit 8 

4— San Franclnco S 

5 — Lou Angrele* « 

« — Chlcaico « 

7 — St. LouIh 5 

S — Fall River, Mamm 5 

It—Philadelphia 4 

10 — Cleveland 4 

11— llrldKeport, Conn 4 

12 — Columbu*, 4 

There are scores of other distrib- 
utors whose names might be among 
these leaders. A little extra energy 
and "pep" would put them in the 
'Honor Class." 

Chicago — which sold 9 Sedans — 
never should be content with 6th 
place — on only six cars! 

We predict some rapid climbing on 
the part of Philadelphia and Cleve- 
land. As well as some of the others 
who apparently haven't yet caught 
their second wind. 

Fall River, Mass., is tied with St. 
Louis. Here's a chance for a change 
next week! Which of the two will 
climb up beside Chicago? (If Chi- 
cago stays there that long.) 

Wonder if Los Angeles is ready to 
concede that San Francisco is THE 
metropolis of the Pacific Coast? If 
not, why this lagging behind? Three 
or more Cabriolets next week would 
make this look different. 

February Orders 

From the list of Cabriolet orders 
received during the month of Feb- 
ruary it would seem that some dis- 
tributors are not awake to the selling 
appeal of this popular Convertible 

Salesmen who have tried the sug- 
gested plan of designating the car as 
a "Convertible Roadster" instead of 
calling it an improved coupe say that 
this is one of the best selling points 
they use. Sell is as a summer car, 
not as a substitute for a winter car. 

Show the prospect how the top 
folds down and converts the car into 
an open roadster. Talk this point on 
fine days and boost the "top up" idea 
on stormy days. 

As the fine spring days come you 
can increase sales of the Cabriolet by 
this means. 

Detroit ordered TWICE AS MANY 
Cabriolets in February as did Los 
Angeles, Boston, Des Moines, Dayton 
or Fall River. Why this modesty on 
the part of these cities? Each knows 
how many (or how few) it called for. 
We won't make it public. But we do 
marvel at it ! 

A number of distributors who 
should be selling Cabriolets by the 
dozen lot ordered ONE CAR! To 
those places — let them be nameless 
— we suggest the advisability of at 
least TREBLING that number for 

Come now! Let's see who will 
change the order of the "Honor 
List" for next week! 

Sedan Leaders 

Ten Distributors Holding Largest 
Sales Records 

1 — »w York 20 

i» — Detroit 15 

I{— Chicago 9 

4 — St. L.ouI» 7 

5 — Tolileo R 

«$— Log Angeles 5 

7— Cleveland 4 

S— Bridgeport 4 

»_ Philadelphia 4 

10 — San Frniiclaco 4 

This is the "Honor Roll" of dis- 
tributors who hold the record on 
Sedan sales. Each has sold the num- 
ber set opposite his name. 

New York would seem to have a 
good lead. But Detroit is a wonder 
on "running up." A good week's 
work might see Detroit topping the 

St. Louis threatens fourth place. 
We would not be surprised to see Chi- 
cago trembling in its shoes next 

Los Angeles will undoubtedly have 
a try for Toledo's scalp. But it's a 
"gamble" that the city on the Mau- 
mee will not be idle. The Arnold or- 
ganization may have some trouble 
passing it. 

j One of the "4" class should cer- 
tainly break that quartette. 

See this column NEXT WEEK for 
sudden changes in the standing of 
the above leaders. 

"Ask the Man who Drives a Six 
Why He Prefers It to a Four!" 

Digitized by 






Considered as Pint Glass Matter by Every Live. 

Prosperous Hudson Dealer. 




In every business and in every organiza- 
tion there are Big Men and Little Men. Big 
men who are successful; who do things; who 
get to the top. Little men who putter, and 
fuss, and never arrive anywhere; never 
achieve much if any success; stick on the 
lower rungs of the ladder. 

Wherein lies the difference? 

It really doesn't matter. The main thing 
is that one kind of man succeeds, while the 
other ftttts. 

Ifce thing for the ambitious, ene&getic, 
thinking man to do is to "Watch the big 
men;" do as they do; act as they act; find 
their plan and follow it. 

There must be a reason for their success. 
They evidently have found the right system. 
It cannot all be mere accident. 

Some motor car dealers sell cars, make 
money, increase their business, achieve suc- 
cess. Others sink their own capital and that 
of their friends, and go down in disaster 
dragging others with them. 


It really isn't necessary to analyze. The 
fact is plain to be seen. All that would 
seem tp be needed to insure success to the 
ambitious man, starting in the business, or 
seeking to do better this year than last is 
to follow the plans of the Big Men. If they 
succeed there is certainly some good reason 
WHY. No matter what that reason is it is 
the part of common sense to follow their 

Suppose a Hudson dealer has a bright, 
attractive salesroom, a well organized shop, 
an effective service system, uses local adver- 
tising, sends out lots of circular letters, fol- 
lows the suggestions of the Triangle, and 
of the factory. And is known as a "Big 
Man," a successful dealer, a money-maker. 

Isn't it the part of common sense for 
others who envy his success to adopt his 
plan? Does it do any good to criticize and 
condemn and quibble? To howl about "one's 
own business," "factory interference," and 
such? Wouldn't it seem to be wise to forget 
the little details and look only at the result 
of the method? To sink one's own little 
ideas, which are the very things that keep 
one small; and try the plan of the man who 
grew big? 


To dreamers the world owes everything. 

But — only to those dreamers whose dreams 
evolved into actions. Dreams that are worth 
while are the advance agents of deeds. Use- 
less dreams never solidify. Castles in the 
air are mere cloud-architecture. 

Yet you must dream before you can do. 
You must idealize, plan, speculate, question, 
before you gain the ambition and incentive 
to begin practical work. 

The danger point lies on the border line. 
To know just where dreams should crystallize 
into action is the great thing. 

The salesman dreams of the day when he 
will become a distributor. He studies terri- 
tories, distribution of wealth, prospects for 
growth, and per capita buying power. He 
checks «£ Cars owned in Hie district. He 
scrutinizes the property lists. He figures out 
rents, wages, overhead. Facilities for the 
securing of capital occupy him. And finally, 

having everything in readiness, he turns his 
dreams into deeds. 

On the practicality of his dreams hinges 
his success. His plan must be well-thought 
out, well-balanced, rigidly adhered to. 

Yet if he has figured properly and pos- 
sesses the energy and alertness demanded, 
there is no reason at all why his dreams 
should not evolve into realities — why the 
salesman should Mt beoMne tfoe distributor. 

There are 4n the United States today 
scores of territories where such a dreamer 
can become a doer — to his own great profit. 
To be sure, they are not all within sight of 
the lights of Broadway, New York. And 
something must be sacrificed if these oppor- 
tunities are to be exploited. 

South Dakota seems a far cry for an east- 
ern man. Yet to those who know better it 
holds many attractions. And in a moderate- 
sized South Dakota city and suburbs a dealer 
cleared $42,000 net last year. 

Texas is popularly supposed to be true to 
the description given of it by a famous gen- 
eral. Few know that Texas is as large as 
Germany, or that in a remote Texas town a 
good, live motor-car dealer laid the founda- 
tion of a fortune in 1913. 

But one need not leave his home environ- 
ment. Nearly every man will do best where 
he knows conditions best. And opportunity 
waits in every door-yard. 

We'd like to see some dreamers among 
salesmen who are capable of developing into 
sub-dealers, dealers, or distributors. 

One Sub-Dealer Meeting 

During the automobile show at Phila- 
delphia the Gomery-Schwartz Motor Car Com- 
pany, Hudson distributors at Philadelphia, 
gave a dinner to their sub-dealers who 
were at the show on the day in question. 

The attendance was not as full as it 
might have been on other toys wfeen were 
dealers were in town, Irat tfrere was w*er- 
theless a goodly number in attendance. 
Great enthusiasm was manifested. 

Every sub-dealer was ahead of his allot- 
ment to that date. All assured the Goraery- 
Schwartz Co. that they would take every car 
allotted to them for the balance of the season. 
Also that from indications, from future pros- 
pects, that they would sell double this allot- 

The dealers who attended the banquet 
were: Mr. R. W. Dill, of Harrisburg; Mr. 
J. R. Elwell, Bridgeton, N. J.; Mr. Heydt 
and Mr. Hass, of the Heydt>Hass Motor Car 
Co., Reading, Pa., who already have twelve 
Six-40 spring delivery orders; Mr. Norris B. 
Slack, West Chester, Pa.; People's Garage 
Co., Mahanoy City; Mr. S. G. Bingham, of 
Biggarsville; Mr. Harry R. Pfetffer, York, 
Pa.; Mr. Trout, Fairmount Auto Co., Lan- 
caster, Pa.; Eastern Motor Co. of Atlantic 
City, N. J.; Mr. P. Lay, Allentown Motor Co., 
Allentown, Pa. who made six retail Six-40 
sales at the Show and has fifteen spring 
delivery orders now on the books. 

Know Your Business 

One of the most useful men in a big 
dealer's organization rarely if ever sells a 
car. He isn't much in the salesroom. He 
has nothing to do with the shop. He is a 
man of figures and finances. 

He has one of the most complete systems 
we know of for keeping track of the business 
of the organization. He has devised and 
perfected a simple system of records that 
tells, instantly, at any minute, exactly what 
the concern is doing, and has done. He 
knows how many cars are sold and to 
whom. He can tell in an instant what each 
department of the business is making. He 
has tabulated in brief form the entire his- 
tory of the business. 

Into a book small enough to be carried 
in the pocket he has condensed the entire 
story of the organization. The profit on 
each car shows there. The percentage of 
sales and gains and shipments are all down 
in black and red. Every new car and used 
car tells its own story. He knows the cars 
on the track and the cars in the house and 
the cars that are coming from the factory. 
Ask him any question you please and his 
records answer it on the second. 

That's what is meant by "Knowing your 

How many dealers do this? How many 
are aware, on a minute's notice of their 
business condition? How many know what 

they made on each car sold for three years 
back? How many know their exact shop 
and selling cost? How many know what 
they must do in the next week, or month, 
or year? 

This sort of thing is chart and compass 
combined. It enables the man at the wheel 
to steer a safe course amid the rocks and 
shoals of business and competition. 

No manufacturer would dare to attempt 
to run his business without such a guide. 
No more should a dealer essay to shape a 
business course without it. Yet hundreds 
do. They live on a hit-or-miss plan, a hand- 
to-mouth lack of system. 

There is nothing in the least complicated 
in this record. A boy could start such a 
record and keep it in operation. To be sure 
ft requires some thought, and application. 
But it practically shapes itself as it pro- 

Suppose you — who have never done this — 
buy a small loose-leaf note-book, in size 
about 5x7 inches and BEGIN IT TODAY! 

Rule off the pages in the best way you 
can — and go at it! You'll be amazed how 
easy it is to do it. Make it as simple as you 
wish. Start small. It will shape itself and 
grow of itself. 

Of course you'll change and revise and 
improve. But eventually you'll know about 
your business, what this man knows about 

Get-Together Meeting at Des 

The Hudson-Jones Auto Company at Des 
Moines, Iowa, acted as host for one hun- 
dred auto dealers and salesmen on Monday, 
February 16. G. W. Jones, the Hudson dis- 
tributor, and Dean Schooler, president of the 
local association, directed the meeting. 

The salesroom of the Hudson-Jones Com- 
pany was cleared and a temporary refresh- 
ment counter erected across one end. At 
nine o'clock a table full of good things to eat 
and drink was thrown open. 

The purpose of the meeting was simply 
for a better acquaintance among the Des 

Moines dealers, although some business was 
transacted, or at least introduced. The ques- 
tion of a public auction for second-hand cars 
was informally discussed. Practically all 
of the dealers were in favor of this method 
of disposing of used cars. 

Quite a little discussion was had also of 
the question of establishing a clearing house 
for used cars and to set the allowance price 
and prevent ruinous trading prices being 
offered by some dealers. Whether or not the 
local dealers could be held together on a 
proposition of this kind is a question. If it 
could be done the impression prevails that It 
would solve the second-hand car allowance 
matter in a very satisfactory way. The plan 
is now in use in several cities and works 

Digitized by 



"Now Run It On the Scales." 

Said a prospect after a salesman had 
finished his demonstration run and was on 
his way back to the salesroom, "You say 
the weight of the Forty is 2980 pounds? Is 
that right? Run it on the scales!" 

The car, without passengers, weighed 
slightly over 3100 pounds. And the sales- 
man — because he didn't think — felt inclined 
to blame the factory for a "misrepresenta- 
tion." The prospect grumbled. Things 
looked disturbed. 

But the dealer was a man of ready re- 
sourcefulness. When the prospect and the 
salesman put it up to the dealer he just 
smiled. "How much do you weigh?" he 
asked the prospect. "A hundred and eighty," 
the man replied. "Step on the scales here," 
requested the dealer, turning to the shop, 
where there happened to be a small platform 
scale. The prospect did so. The scales 
showed two hundred and nine pounds. 

"How do you account for it?" asked the 

"That isn't ray real weight," said the man. 
•'I've got my overcoat on and heavy shoes 
and I had this heavy package in my hand." 

"The real weight of the Six-40," said the 
dealer, "is its certified railway shipping 
weight. When in use its weight varies ac- 
cording to its load. One man may have 
fifteen gallons of gasoline in the tank. The 
other may have but five. Put in a lot of 
tools and extra rugs and robes, and tires and 
a trunk or suit-case or two and it will run 
over that weight, just as you do when you 
have your overcoat and shoes on. We weigh 
the car in its "stocking feet" just as you 
weigh yourself. The tires are of a size 
figured away over capacity. A hundred or 
two hundred pounds of tools and equipment 
is not going to make any real difference. 
Every car, heavy or light, must carry gaso- 
line, and oil, and water, and tools, and robes 
and rugs, and spare tires and tubes. Also 
the passengers are rarely twice of the same 
weight. These all are variables. The actual, 
real, unvarying weight of the car is its ship- 
ping weight — its weight 'in its stocking 
feet,' 2980 pounds!" 

Then the salesman smiled, and the pros- 
pect smiled, — and they had a short but inter- 
esting session with a dotted line and a check- 

Moral — Don't lose your head. And don't 
lose your faith in the factory because you 
haven't learned to think quickly. "There's a 
reason" for all that the factory does and 
says. And it's no secret — except to those 
who will not see. 

Showing the Stuff of Which the Forty is Made 

Here are three striking and valuable 
photographs. They can be used as excellent 
selling arguments for the Forty. Where a 
prospect seems inclined to question the ma- 
terial in the car perhaps because of its light 
weight or for some other reason, show him 
these photographs and tell him this story: 

It was a new Forty, a snowy, slippery road, 

Observe that the frame, which is of carbon 
steel, was not broken, nor even eraeked. It 
merely curled up in a half-circle. Notice 
what happened to the spring. The vanadium 
steel was not eraeked or broken by even this 
terrific shock. The top leaf curled up like a 
piece of paper, yet held its place. The wheels 

and a factory tester. 
The tester was trying 
out the accelerating 
power of the new 
motor, when the 
wheels struck a rut, 
jumped the road and 
the ditch and the car 
crashed into an iron 
electric light post. The 
speed was pretty high. 
The end of t h e 
frame on the left side 

struck the post. Photograph on the left 
shows what happened to the frame. The 
photograph on the right shows the rear end 
of the left front spring, where it is shackled 
to the frame. The two front wheels are shown 
(after detaching) in the third photograph. 

were scarcely scratch- 
ed. Not a spoke was 

Of course the fender, 
radiator and lamp on 
the left side were 
pretty badly smashed. 
The driver was a lit- 
tle dazed and bruised 
but was otherwise un- 
hurt. Had the frame 
or the spring given 
way results might 
have been different. 

This little encounter of the Forty with the 
iron post is a valuable, though hardly antici- 
pated, test of the strength and quality of the 
material that is in the frame and springs of 
the Hudson Six. 

The Hudson in Virginia 

On February 2, Governor Stuart of Vir- 
ginia was inaugurated at Richmond, Va. He 
had as his escort the state militia and mem- 
bers of the military school. The incoming 
and retiring governors rode in a 1914 Hudson 
Six-54. In fact, as we are advised by W. J. 
Miller, manager of the Gordon Motor Com- 
pany of Richmond, the parade consisted 
entirely of soldiers and Hudson cars. There 
were ten Hudsons in the parade. The Gov- 
ernor owns a 1914 Hudson Six-54, thus add- 
ing one more to the list of "Governers Who 

Testard s New Orleans Smile 

The Testard smile is famous in the city of 
the Mardi Gras. 

It's easy to smile when things come easy. 
But to smile when they're hard, and to win 
so many friends that the hard spots are made 
smooth and conditions are changed, is the 
Testard plan. 

Dealer Testard's genial and friendly com- 
petitors are famous cutters. They "raise" 


San Juan. Porto Rico, dealers say that the 
Six-46 Is called the "Handsome Six" In that ter- 
ritory. Also that it has been received with 
greater approval and appreciation than any mo- 
tor-car that ever reached the island. With this 
pleasant letter of appreciation was enclosed an 
order for the fifth car placed in Porto Rico since 
December 1st last. 

Send in your order for a binder for factory 
correspondence and circular letters. Hundreds 
of dealers already have done so. Yet many 
have not yet equipped their offices with the bind- 
ers mentioned in a recent issue of the Triangle. 
Try It and you'll wonder how you ever managed 
to get on without it. 

Wilson & Spencer of Iowa City sold a Slx-40 
to a prospect without his having seen the car. 
On delivery, he wrote them as follows: 

"Some car. Looks better than I ever hoped 
it would, and by far the easiest riding car that 
I was ever in." 

To the ranks of "Governors who Hudson" has 
been added the name of Governor Colquitt of 
Texas. William Stelnhardt of San Antonio did 
the addition. The governor has owned a well- 
known Four. But the Six caught him, as it 
does all experienced motorists. Now he says he 
never before knew what real motor-car satis- 
faction was. The sale was made in the face 
of fierce cut-price competition, but the governor 
paid full price, with freight. The merits of the 
Hudson Six made the sale. 

Milton G. Smith, of South Bend. Ind., is the 
latest progressive Hudson dealer to join the Tri- 
angle road-sign ranks. We have an order 
from him for one hundred of the road-signs. 
We are delighted to hear from energetic adver- 
tisers like Mr. Smith, and trust that his ex- ; 
ample will be followed by many others. If 
dealers are going to get the benefit of these , 
road-signs during the coming season, there is 
no time to lose in placing their orders. i 

The Welbon Motor Car Company, of Cincin- 
nati, are sending out nine hundred letters to 
physicians in their county. On the letter is il- 
lustrated the Cabriolet with the top up and 
down, and a complete description is also given. 
A six-line letter, well written and reproduced, 
appears on the blank portion of the letterhead. 
This is the sort of thing that brings in pros- 
pects and makes sales. Of course r the letter 
alone will not do so, but as one link in the chain 
of effort, it is most excellent, and we congratu- 
late the Welbon Motor Car Company on their 
originality and energy. 

Talk about Hudson enthusiasm ! Donald 
Heme, traveling service man for the Louis Gey- 
ler Company of Chicago, was taken ill the other 
day in Springfield, 111. It was necessary to call 
a physician, and Mr. Heme told the bell-boy to 
telephone for "a physician who drove a Hudson 
car." He Insisted that he would have nothing 
to do with any doctor who did not arrive in a 
Hudson. Thereupon, the bell-boy telephoned for 
Doctor Fred S. O'Hara, who is probably the 
biggest Hudson enthusiast in Springfield, 111. 
We have not heard the latest reports, but if 
Heme, the Hudson representative, does not get 
well under the medicine of O'Hara. the Hudson 
owner, there must be something radically wrong 
with Hudson quality. 

H. A. Teitard 
New Orleans Distributor 

the "trade ins," slash the list prices, pile on 
extra equipment, and do all sorts of pleasant 
things for the prospect. Yet in spite of this 
owner after owner comes dropping into Test- 
ard's showrooms saying: "Well! I've de- 
cided to give you an order for a Hudson 

Testard sticks for the list price with full 
freight. He turns a deaf ear to the siren 
voice of the high-trading-price and freight-off 
deceiver. Consequently he is making monejv 
and making friends. /^ 

Digitized by VjOOQ LC 



Editor'* Note:— Commencing with thl* fftftue the Salenmen'M Contribution* which Appear 
on thin page are maile up of fhone that are entered In the Second Contest which clone* March 
Hint. There are quite a number of excellent article* on hand. They will be published iim rap- 
Idly a* poRMlble and the renuit announced. If poimlble, promptly after the clone of the month. 

Don't Overlook a Bright Boy 

Legare-Gadbois Automobile, Montreal, Que. 

Many sales are lost by bucking against a stone 
wall or trying to convince a customer on a point 
where he is more stubborn and set than we are. 
This, instead of finding his weak point or reason 
for desiring our product and bringing all our 
force to bear on that 

In the case of Mr. 
X, the sticking point 
was his second-hand 
car. But this was side- 
stepped at the first 
mention of trade and 
the Hudson 54 shown 
and thoroughly ex- 
plained and a demon- 
stration arranged for 

Principally from 
reading advertisements 
he had become imbued 
with the "6 Cylinder" 
idea and had settled 
on four popular sixes 
in the $3,000. (Can- 
adian selling prices of H. Russell Wilson 
"54" price class). Legare CJadbols Automobile 
This included a six of Montreal, Quebec, 
the same make as his 
1012 four, which had 

been satisfactory. This man is an experienced 
specialty salesman himself, so ordinary sales 
talk would not have much effect, but the weak 
point in his defense showed up in the demonstra- 
tion which was one of 18 miles to his country 

It was two small boys of 10 and 13 years of 
age, who were "motor-mad" and who wanted 
to know all about self-starters, even clutch oper- 
ation, good brakes, etc., etc., in a way that it 
was a pleasure to note. 

At once I decided that these boys could sell 
the car to their father where the best salesman 
might fall down, so I devoted my best knowl- 
edge to interesting and instructing those boys 
in the Hudson. 

The beauty and comfort of the "54" satisfied 
the customer and his wife, but they stuck on 
the second-hand car allowance. It was then 
the boys proved how thoroughly they had been 
sold on the Hudson, for they took "Poor Father" 
to each of the other salesrooms and pointed out 
where that car was not up to the Hudson, which 
they understood better. 

On our last visit to our showrooms, Mr. X 
was introduced to a "54" lady owner who has 
had three Hudsons and is always pleased to 
boost and tell her Hudson experiences. That, 
with the boys' hard work, resulted in closing a 
man who was always referred to as a hard 

The old car was such a really unimportant 
factor, when the customer reached that stage, 
that failing to agree to our allowance price he 
left the old car on sale and placed a clean order 
for the Hudson "54." 

Twelve Points, Five Minutes 

Manager E. V. Stratton Co., Troy, N. Y. 

Every salesman should be able, if necessary, 
to talk at least an hour about the car he has 
to sell, without the aid of a single question from 
his prospect. 

The average man you go to see (not the one 
who comes to your showroom) sits behind the 
breastworks of his desk, surrounded with an 
atmosphere of resistance. If he is really in the 
market for a car his questions won't help you, 
and if he is as good a buyer as you should be 
a salesman it may have the effect of putting you 
on the defensive — and you cannot dominate from 
the defense. 

Pick out twelve good strong talking points 
about your car, talk about each for five minutes. 
Twelve reasons, five minutes each, would make 
a sixty-minute selling talk and as you probably 
speak fifty words a minute your listener would 
have heard three thousand words on the sub- 
ject of a Hudson car. 

He has really learned something about the 
Hudson, it was presented in a way most favor- 
able to your case, and even if you don't get his 
order that day, what he has learned he will re- 
peat and he will repeat it the way you gave it 
to him, favorably for you, logically and con- 
vincingly. If that was the way you gave it. 

In a Nut Shell 

By M. L. ROSE 
Rose Bros. Auto Co., Greensburg, Pa. 

The large number of satisfied customers in 
your territory is your strongest selling point. 

The strong financial and well managed manu- 
facturing company, together with its famous 
engineering corps headed by Howard E. Coffin, 
the recognized master of automobile engineers. 

The efficient service that you (as the local 
dealer) are able to furnish Hudson owners. 

The Hudson is recognized as the most ad- 
vanced car and its depreciation is less than 

Substantially built, handsomely designed, lux- 
urious finish, low cost of maintenance, ease of 
operation and smooth running of the car. 

Don't Knock 

Hudson-Jones Automobile Co., Des Moines 

I have proven it doesn't pay to knock the 
other make cars by an experience I had in 
trying to close a deal with a man (whom we 
will call Mr. Smith), who had decided to either 
buy a Hudson Six-54 or a four-cylinder car of 
a competing make. I 
worked faithfully and 
conscientiously on the 
sale, gave a splendid 
demonstration, did all 
in my power to have 
him close on my re- 
turn, but he wanted to 
take one more ride in 
the competing car. 

Early the following 
morning he 'phoned 
me, stating he had 
bought the other car. 
That evening hn hap- 
pened to be passing in 
his new car, so stop- 
ped at the salesroom. 
As he entered the door 
I came forward and 
shook hands with him, 
saying, "Well. Mr. 
Smith, I want to con- 
gratulate you on your 
new car, which with- 
out a doubt, Is one of the best four-cylinder cars 
on the market, but. of course, I would like to 
see you driving a Hudson Six-54." We talked 
for some time and he left. 

In less than two weeks I saw an account in 
the evening paper where Mr. Smith lost his car 
by his garage burning. I immediately made it 
my business to be at his office in the morning. 
On seeing me he said, "Well, you are back on 
the job again, are you?" I answered, "Most as- 
suredly." We talked about the accident for 
some time when he said, "The remark you made 
and congratulated me when I purchased my 
other car will mean to you a sale of a Hudson 
Six-54 now." I handed him the contract prop- 
erly filled out and he immediately signed it. 

S. J. Penberthy 

Hudson -Jone* Automobile Co. 

Des Moines, la. 

The Prospect Drives 

Wray-Dickinson Co., Shreveport, La. 

I never could get anything of this prospect 
except "I will see you in a few days." 

But I kept on "riding him" and each time we 
went out I would have him take hold of the 

Five rides In three weeks — but the last one 
was to the garage for a blank check. 

Everybody that knew the prospect said, "He 
will never buy a car." 

The blank check was filled out for the full 
cash price of a "54" with seat covers, extra tire 
and tube, and other equipments. 

This morning he came In again to know "how 
soon he could see a Six-40 Roadster." 

The Foxy Question 

Bemb-Robinson Co., Detroit, Mich. 

When you are ready to quit, try this — it will 

After you have gone all the way with a pros- 
pect and still cannot get the order, try this : it 
has worked time and time again. 

"Mr. Smith, I have tried every way I know 
of to sell you a Hudson car, but for some reason 
I am unable to get your order. Mr. Smith, I am 
through, but before I go, I would like to know 
for my own personal satisfaction why it is that 
I cannot sell you a Hudson." 

I will take a ticket that he tells you the 
reason, and then — well — what's the use ; over- 
coming objections is easy for a salesman. 

Tact and Patience Lead 


Sales Manager H. O. Harrison Co., San 
Francisco, Cal. 

To my mind the two principal essentials in 
selling Hudson cars are tact and patience. To 
begin with, my contention is that any one buy- 
ing a motor car ranging in price from $1,500 to 
$3,000 if approached correctly and at the right 
time cannot help but 
buy a Hudson car. Un- 
fortunately, no man is 
able to approach every 
one correctly and at 
the right time, but I 
believe that with thor- 
ough study one could 
make himself quite 
proficient in these two 
essentials, if he keeps 
in mind that to do so 
he must use tact and 

To begin with, every 
salesman selling a 
Hudson car should 
realize that when a 
prospect enters the 
salesroom, he ( the 
prospect) is practically 
80% sold, due to the R r r .. 

excellent advertising Sales Manager' H. O Harrison 
done nationally by the Company 

Hudson Motor Car San Francisco. Cal. 

Company and locally by the dealers, as well as 
the fact that the large majority of Hudson own- 
ers are pleased with their cars and are natur- 
ally boosters. So it occurs to the writer that 
the principal thing that the salesman selling 
the Hudson car must keep In mind is not so 
much to talk the car, but to be careful, to ap- 
proach the customer in a tactful way, and then 
have patience and wait for the opportune time 
to get the customer's name on the dotted line. 

The Prospect Convinces Himself 

Heydt-Haas Motor Co., Reading, Pa. 

If the question is proper, just, and compre- 
hensible, the answer will be simple to discover 
and verify. 

My prospect, now a future Hudson owner, was 
first Interested in a car that sells for one thou- 
sand dollars more than 
the Hudson Six-54. He 
claimed that the other 
car was naturally, ac- 
cording to the differ- 
ence in price, the bet- 
ter car of the two. 

To disabuse his mind 
of this misleading 
fact I asked him to 
compare the Hudson 
Six-40 with the Hud- 
son Six-54, and answer 
truthfully whether or 
not he could note and 
specify the five hun- 
dred dollars difference 
between their prices. 
His answer was truth- 
ful — he could. I then 

I asked him whether or I- H. Heydt 

not he could note and Heydt-Haas Motor Co. 

specify a thousand Reading. Pa, 

dollar difference be- 

I tween the price of the 

! Hudson Six-54 and the one he claimed superior 

; to it. His truthful answer was given hesitat- 

I ingly — he could not. 

J His own decision was, of course, convincing. 
If a five hundred dollar difference could be 
readily noted and understood, a thousand dol- 
lar difference should be more readily noted and 
understood, providing both questions are proper, 
just and comprehensible. The first question was 
all this and, therefore, was easily solved and 
verified. The second question was not, and. 
therefore, could not be solved truthfully and 
the answer could never be verified, as the more 
expensive car was lacking. 

This question and Its answer may be used t«» 
advantage by other salesmen, who are endeavor- 
ing to compete with more expensive ears. 

During the first twenty-three days of Januarv. 
the Hudson-Phillips Motor Car Company of St. 
Liouls sold thirty-live cars. 

Some dealers and salesman seem to think 
that because a man is driving, let us say, a 1913 
Hudson Six and is in the market for a 1914 
car, that it Is unnecessary to go over the 1914 
model with the prospect. They take it for 
granted that he already is thoroughly familiar 
with the Hudson Six and is sold on it. This, 
In some instances, is a mistake. There are 
vital differences in the two cars and certainly 
the improvements, at least, should be strongly 
called to the attention of the prospect no mat- 

,or .r ho ^^Vg r rf!zlcfBytiiOt)gte 






The Hudson in Australia 

Prom Messrs. Dalgety & Company, Hudson 
distributors for New South Wales and Vic- 
toria, come the accompanying interesting 
photographs of the Hudson in Australia. In 
sending them to us, H. B. Phipps, represent- 
ing the Hudson Motor Car Company in 

Australia and New Zealand, writes enthusi- 
astically of the popularity of the "triangle 
on the radiator" in that little-known land. 
The trip was made by Mr. Tracey, a sales- 
man for Dalgety & Company. On this one 
trip three Hudsons were sold. 


RifcTht on the border line between Queens- 
land and New South Wales. 

Australian aboriginals and Hudson car 
at Carrawillinghi, Queensland. 

An up-grade — a common occurrence 
in sunny New South Wales. 
Moongolla Hotel, 120 miles from nearest At Moree, N. S. W. Just leaving for Numgandl, 

railway. 117° in the shade. 100 miles across the black soil plain. 

The Hudson in Indiana 

Here are the most important officials of 
the State of Indiana: In the first Hudson 
Six, at the wheel, is Governor Ralston. At 
his side is A. L. Maxwell, Hudson distributor, 
whose headquarters are at Lawrenceville, 111., 

Mason J. Niblack of Vincennes. In the other 
cars, are other state officials of Indiana, 
together with candidates for state offices. 

State Treasurer Vollmer has, we believe, 
already placed his order for a Hudson Six-54 


and whose territory includes Vincennes, Ind., 
where the photograph was taken. On the 
auxiliary seat on the left side is Honorable 
William Vollmer, state treasurer. In the 
back seat at the left is Mayor Bell of 
Indianapolis and at his side is Honorable 

and Governor Ralston is showing a strong 
inclination towards the dotted line. 

The cars made a fine impression on all the 
state officials and candidates. 

One of them, after asking several questions 
about the Hudson, exclaimed, "Well, this is 
sure some carriage." 

National Shows Broke All Records 

Mr. S. A. Miles, general manager of the 
National Automobile Chamber of Commerce, 
called at the Triangle office the other day. 
He said the big national motor shows at New 
York and Chicago were record-breakers in 
many features. 

Both shows showed larger attendance than 
last year. This included both free or com- 
plimentary visitors, and paid tickets. 

Chicago had twenty per cent more attend- 
ance than in 1913. Fully 20,000 more admis- 
sions were recorded than last year. 

New York had 10,000, or more, greater 
attendance than before. 

Registrations of dealers at Chicago were 
3,500, against 2,700 in 1913. And there were 
very many who visited the show who did not 
enter their names, or leave other record of 
their visit. Number of dealer-visitors at 
New York, unfortunately, could not be given 
by Mr. Miles, off-hand. 

The class of visitors was appreciably bet- 
ter than at previous shows. Very many more 
evidently were of the buying class. There 
was a more business-like atmosphere than 
at other shows. While it is impossible to 
tell exact numbers of actual sales made, the 
list of prospects secured by exhibitors was 
stated to be very satisfactory indeed. And 
the quality of the inquiries was never so 

An interesting discussion was had relative 
to the placing of price signs on cars. From 
Mr. Miles' comments it would seem not dif- 
ficult for exhibitors to have this privilege 
at future shows. The size and style of price 
signs to be, of course, strictly regulated by 
the management of the shows. This would 
unquestionably add largely to the interest of 
visitors and would be a popular rule as seen 
from the standpoint of the exhibitors. The 
price is one of the most interesting and 
vital parts of the car. To omit it has always 
seemed more or less unexplainable. 

The tendency of motor car owners to "go 
up the line" was very strikingly in evidence. 
A man who owned a $500 car in 1912 bought 
a $900 machine 1913. And for this year was 
attracted by the Light Sixes at prices averag- 
ing around $1,500. Thus even the smallest 
and lowest-priced car has its place in the 
line of education. 

In speaking with prospects at the show 
the tendency toward more efficient cars, of 
the most modern type was distinctly in evi- 

Columbia, S. C. , Peb. 24, 1914. 
Hudson Motor Car Company, 

Detroit, Mioh. 
Gentlemen: -We have not been able to make 
a competitive test of the "Six-40" with 
any 4-cylinder car as none of our com- 
petitors here will enter the contest. 

However, our Charleston dealer has 
obtained 21i miles over heavy roads on 5 
quarts of gasoline in this car. Dr. J. J. 
Watson, a prominent physician of this 
city, last week drove his "Six-40" 27 
miles on less than a gallon and a half of 
gasoline. This run is remarkable, when 
the very heavy road conditions are 
considered, and Dr. Watson is enthusias- 
tic over the result. 

The Southern Motor Car Co. , at Flor- 
ence, report that they are obtaining 15 
to 16 miles to the gallon, and as they 
are in sandy country, this is a very 
fine showing. 

Trusting this report will be pleasing 
to you, as it is to ourselves, we are 
Very truly yours, ' 

Black-Prasier Motor Car Co. 
JMB/BM Jas. M. Black, President 

We consider some of the above records ex- 
ceptional. We make no claim that the Six-40 
will equal this mileage In the hands of average 
drivers and under average conditions. Sales- 
men are cautioned not to give prospects the 
Impression that every car under all conditions 
equal these performances. 


Digitized by VjOOQ LC 





Considered as Pint Class Matter by Every Live, 

Prosperooi Hudson Dealer. 


SATURDAY, MARCH 14, 1914. 

Automobile Salesmanship 


Director of Sales and Advertising 

(Bessn in January 3rd brae) 


You can make far more with your head 
than with your hands. The "hustler" who 
dashes back and forth all day long achieves 
little compared with the "thinker" who plans 
his day's work before he begins it. 

The salesman who calls, aimlessly, on 
twenty men secures fewer orders than the 
one who maps out his field and his method 
and sees only half, or a third of the number. 
The well-laid plan of campaign wins over the 
most enthusiastic guerilla warfare. 

Head work wins prize fights and base ball 
games. The man who farms with his head 
is fast outstripping the harder working old- 
timer who sneers at "book farming." 

The biggest salaries are paid to men for 
what they know, not for what they do with 
their own hands. Quality is far more valu- 
able than quantity. A carat's weight of dia- 
monds will buy a dozen tons of coal. 

One active brain cell is worth more to a 
man in dollars and cents than a thousand 
cells of mere muscle. The world is ruled by 
mental forces, not by physical. 

All successful men are thinkers. The plan 
is the biggest part of any achievement. No 
man ever made a fortune by the work of 
his hands. 

If you would win— THINK! 


Hudson advertising is not written with the 
intention of producing large numbers of in- 
quiries. To make it bring thousands of in- 
quiries is very easy. But many of the re- 
sulting prospects are apt to be merely "curi- 
osity seekers." It costs both the factory and 
the dealer a lot of money to follow up each 
inquiry. If the prospect proves worthless 
this expense has been worse than useless. 

Hence the comparatively limited number 
of inquiries we receive are almost invariably 
of real value. They come from people who 
are honestly interested in the car. 

We have several times explained the sys- 
tem we use for handling these inquiries. A 
letter of acknowledgment is sent to each, 
giving the name of the nearest dealer, and a 
letter is written to the dealer giving him the 
name of the prospect and all information. 

It is expected that dealers will follow up 
these names and also that they will report 
to the factory just what is the result of their 
work. This is most valuable information to 
us for it gives us an idea of the way to write 
and handle our national advertising. It also 
shows us the class of people that is being 
attracted by the advertising. We urge upon 
all dealers the great value of these reports. 
Please let us have them very fully and com- 
pletely. A simple card system, operated by 
one of the ofllce assistants, will make this 
report automatic and will at the same time 
relieve the dealer and salesmen of any care 
of these details. 

Some dealers call these factory inquiries 
"young gold mines." A. M. Lowentritt, of 
Oil City, Pa., told us the other day that the 
inquiries sent him through the factory were 
the best on his list. He instanced five fac- 
tory inquiries sent him recently to FOUR 
of which he sold Six-54's. This is a wonder- 
ful record. It speaks well not only for the 
high quality of factory prospect names, but 
it indicates also that Mr. Lowentritt is right 
on the job with his "follow-up." 

What Sells Automobiles? 

After all, what sells automobiles? 

To the man who has owned several cars, 
and knows probably more about a car than 
does the average salesman, mechanical con- 
struction appeals. Also reputation of the 
car and its maker; service given by the 
dealer; performance of the car. 

Sell him on the reputation of the car, 
unquestioned standing of the Hudson Motor 
Car Company; excellence of Hudson service; 
ability of the cars as regards power, speed, 
ease of control, intrinsic value of the Hudson 
and its high used-car value. 

A mere "ride" in the car won't impress 
this man. He knows well that almost any 
car will perform creditably in the hands of 
an expert, when tuned up for a special 

The man who has no special mechanical 
knowledge will be sold largely on reputation 
of car, advantage of buying a car so thor- 
oughly tested and tried, advanced engineer- 
ing features of car, comfort and conveni- 

This man will be impressed with a pleas- 
ant demonstrating drive. See chapter XV 
on "Hints on Demonstrations" for sugges- 
tions in this connection. 

Women choose a motor car because of its 
beauty, its style, the fact that others in 
their set own certain cars, because leading 
society women own cars of this make; and 
because of the comfort of the seats, uphol- 
stering, etc. 

When a prospect brings with him his wife, 
daughter, or other women members of his 
family, and it is apparent that on them 
will rest the decision as to the purchase, a 
salesman should push the beauty and com- 
fort features for all they are worth; should 
emphasize the style of the car, the fact that 
it is fashionable, that the "best people" own 
Hudson cars, etc. 

Demonstration rides are of value when 
women are to have the deciding vote. 
Mechanical performance will not appeal as 
much as will smoothness of running, easy 
riding over bumps and crossings, impres- 
sion the car makes on pedestrians and espe- 
cially so among the "smart" people of the 

It may be urged by some that price plays 
a large part in the purchase of an auto- 
mobile. This, however, in the case of a car 
as high-grade and of the class of the Hudson 
is a mistake. Price is the last thing a sales- 
man should mention. It is the least of his 

The Hudson Six-54 sells at $2,250. Sup- 
pose another car to be sold at $2,000. It 
may be either a Six or a Four. 

Or the prospect may offer an old car in 
trade on which he expects a large allowance 
toward the price of his new car. 

In either case the problem is the same. 

A man who can pay $2,000 for a car can 
pay $250 more. There is therefore only to 
be overcome a state of mind. There is no 
real objection to the higher price. It is 
merely that the prospect must be convinced 
that he is getting value for his money. 

Even the closest and most economical 
buyer will add the slight extra amount of 
$250 to his figure if he can be shown where 
he is getting better intrinsic value, a prac- 
tical certainty of a better used-car price, and 
more satisfaction and pleasure in the operat- 
ing of the car. 

Even in the ease of a man who has in 
mind a car at a much lower price than the 
Hudson it is not always safe to give up the 
chance of a sale without an effort. Many a 

Hudson Six has been sold to a prospect who 
came into the salesroom with the intention 
in his mind of paying only about $600 for 
a low-priced car. 

The natural law of "momentum" is true 
of automobile sales as of many other things. 
Human beings are gregarious — that is they 
dislike to be alone, they go in "flocks." Pop- 
ularity is a great selling asset. It is easier 
to sell Hudson cars now than it was a year 
-ago. It is very much easier to sell the 1914 
car than it was the 1913. It is easier today 
to sell a Six than a Four, in a car of a 
certain size and price. When there are 100 
Hudson owners in a town sales come more 
readily, and to a better class of buyers, than 
when there were but two or three Hudsons 
represented there. 

Hence it will be found that the popularity 
of the Hudson car all over the world is 
an immensely powerful selling argument 
There must be good reasons why Hudsons 
are preferred. As Lincoln said: "You can't 
fool all the people all the time." When 
automobile buyers who have owned high- 
priced cars replace them with Hudsons — 
not only by hundreds but by thousands — 
there must be something about the car that 
appeals to all of them alike. 
Hints on Demonstrations 

Many a sale is lost because of poor demon- 
stration. The fault can not always be laid 
to the car. More often it is due to improper 
handling and poor sales judgment. 

A demonstration is usually understood 
to mean the operating of the car on the 
ioad under actual and average road con- 

At one time a demonstration was the 
strongest selling argument that could be 
used. If a car would run it was considered 
a great thing. Today all cars, and any car, 
will furnish a good demonstration. A good 
driver can produce fair results from even 
an imperfect machine. 

Hence so much stress is not laid, now- 
adays, on this ''joy ride." Yet it is, of 
course, still important; and in some cases 

The demonstrating car should be in the 
pink of condition. It should be mechanically 
as nearly perfect as care can put it It 
must be clean, bright, and attractive in 
every detail. A dirty car may give a perfect 
performance, mechanically, yet it will not 
aid in making sales if it lacks in appearance. 

Select a route that is not too long, that 
is over good roads that will not be so attrac- 
tive that attention will be diverted from 
the car. You are not out to give the pros- 
pect a sight-seeing tour; you are trying to 
impress him with the ability of the car. 
Usually four or five miles is a sufficiently 
long demonstration for the average sincere 

Do not attempt fancy "stunts." They 
rarely sell cars. Drive at a moderate speed. 
The speed craze is not nearly as prevalent 
as it once was. 

Have your best driver on the job and see 
that all gear shifting, starting and stopping, 
etc., is done easily and noiselessly. Drivers 
should be specially trained and instructed 
in "demonstration driving." A few hours 
spent in this educational direction will bring 
excellent returns in the better impression 
produced on prospects. 

All persons are not observers. Most of us 
see only those things to which our attention 
is called. In the demonstration refer to the 
quietness of the motor, call attention to the 
ease and comfort of the car. 

Emphasize the principal points of superi- 

Digitized by UOOQ iC 


ority of the Six in a car of this type, as set 
forth in the catalog and advertising matter. 
These are, of course, smoothness of running, 
ease of throttling down on high in traffic, 
quick pick-up and get-away, quietness and 
ease of control. 

Have the buyer sit at the wheel. This 
appeals to all. Call attention to the posi- 
tion of the wheel and the long, easy reach 
to the foot-pedals. Point out that the foot 
is not cramped and mention the fact that 
these little details of comfort have always 
been given the greatest attention by Mr. 

Find the opportunity to frequently refer 
to Mr. Coffin and the Hudson's famous board 
of engineers. The value of this is made 
clear in the chapter referring to our adver- 

When at a place away from any likelihood 
of interruption, stop the car in a pleasant 
spot and have the buyer get out so you can 
show him the convenient location of all 
oiling places. Lift the hood and call atten- 
tion to the simplicity of the motor. 

Call attention to the damage that dust 
does to the adjustments of many automobiles. 
Explain that Mr. Coffin tested many cars 
and found that the valve tappets of the for- 
ward cylinders wore away much more rap- 
idly than those of the rear cylinders, and 
that was what caused him to enclose the 
valves. Call attention to the absence of 
oil and grease about the motor and explain 
how every moving part of the Hudson is 
dust proof. 

Don't lose sight of the importance of mak- 
ing the conditions under which the demon- 
stration is made, as agreeable as possible. 
Permit nothing to happen that will in the 
least annoy or disconcert the buyer. If 
you choose a route on which to make the 
demonstration, that proves so interesting 
that the buyer gives attention to it and not 
to the car and what you are saying about 
it, the chances are that you lose the sale. 

If it is hot and the glare of the sun is 
bad, have up the top. 

Don't, if you can avoid it, demonstrate on 
a dusty road. If you can choose the time, 
make it just before dusk. It is pleasanter 

If possible, have a driver handle the car 
for you while you talk to the buyer. See 
that the driver is neatly dressed, that he 
does not interrupt the conversation and that 
his general appearance will inspire con- 
fidence as to his carefulness. Don't permit 
him, however, to drive fast or to make any 
demonstration as to his skill. It is not a 
good idea to allow the prospect to think that 
skill is required to operate the car. 

Have the car driven at about 15 miles an 
hour, at the maximum, unless a faster speed 
is requested. 

Call especial attention to the manner in 
which the car can be throttled down on high, 
and point out the advantages of such flex- 
ibility. If you are asked to show the speed 
of the car, do it only on a straight, clear 
road. Avoid causing any shocks or fright 

All buyers are not "speed mad." 

The demonstration should be the closing 

If you haven't sold your man by the way 
the car performs and the opportunity it 
affords to make your most convincing claims, 
you lose an advantage that will be hard to 
regain. You have shown all the car is 
expected to do under ordinary conditions, if 
you have made a complete demonstration 
and you have told your story. Make It so 
convincing that there will be no postpone- 
ment of decision. 

Perhaps, you will be told that there are 
other car 8 the buyer would like to see before 
he decides. Agree with him that it is a good 
idea, but point out that to look further 
usually leaves one quite as undecided, as 
he is in making the selection of a necktie, 
when several patterns are laid before him. 
The more he looks at the assortment, the 
more confused he usually becomes. 

"Great Minds" 

"Great minds run in the same channel." 
Bay City, Michigan, and Birmingham, Ala- 
bama, think alike. Almost on the same day 

there was received from 
the Mohr Auto Com- 
pany of Bay City, and 
from the Saunders Mo- 
tor Car Company of 
Birmingham the an- 
nexed photographs of 
the ancient ox team and 
the latest exponent of 
modern travel luxury — 
the Hudson Six-40 Phae- 

Curiously, too, the 
photographs were taken 
from almost precisely 
the same angle of view. An interesting 
detail in connection with the Bay City 
story is the fact that the three passen- 

| gers in the car all will be owners of 
"Forties" in the spring. A team of horses 
I — shown in the original photograph — were 
so startled (presuma- 
bly) by the contrast be- 
tween the ox-team and 
the Hudson that they 
ran away, in a cloud of 

The photo from Bir- 
m i n g h a m strikingly 
shows the strides made 
in transportation by the 
Sunny South. The au- 
tomobile is the greatest 
thing that ever hap- 
pened to the South. For 
it has brought a swing 

toward good roads, and this in turn has 
stirred up the whole community to energy 
and activity. 

Emphasize that the principal thing for 
anyone to consider in the purchase of a 
car, is the integrity of the makers and 
sellers. There are so many things about an 
automobile that even those who have owned 
cars are unable to judge of their own knowl- 
edge and the confidence they repose in 
makers is such a compelling influence that 
it should be taken advantage of. If the 
buyer indicates an interest in any particular 
feature of the car, dwell upon that. By 
skillful salesmanship this can be made the 
most important item in the car to the buyer, 
and will be found often to get a sale where 
reference to other good qualities would 
make no impression. 

(To be cod tinned.) 


Des Moines, la., is one of the men connected 
with dealers' organizations who visited the Chi- 
cago Show. Later he was a factory visitor. 
He paid more than casual attention to processes. 
Incidentally he visited the Delco school and the 
Continental motor manufacturing plant. 

We wish to thank the Peverlll Motor Sales 
Company of Waterloo, Iowa, for their recent 
order for 12 pair of Hudson pennants, 36 nickel- 
plated Triangles for radiator caps and one stand- 
ard Triangle binder. This is the sort of 
dealer we like to have. 

Half a dozen Six-40's and a Slx-54 have been 
shipped to the Philippine dealers for the Hud- 
son, Levy Hermanos, Manila, P. I., this season. 
The shipping schedule is now three cars per 
month. The Hudson Six-54 that reached Manila 
recently was the first "streamline" design car 
seen in the Islands. It created a great deal of 
interest which has been increased since the car 
went Into service on Manila streets. 

Hudson No. 1564. 

W. E. Shackelford, the Miami, Pla., distributor, 
drove a Light Six-40 one hundred and seventy 
miles one day last month. His average mile- 
age per gallon of gasoline was sixteen and 
three-quarter miles. On Friday, the 13th of 
February, he sold four cars. He says he wishes 
every day was Friday, the 13th. 

From Sloan & Clapper, Hudson distributors 
at Newburgh, N. Y., comes the report of a snow- 
storm that on February 16th tied up all traffic 
In and around that locality. There are four 
hundred automobile owners in Newburgh, but 
only two cars ventured out on the 16th. One 
of these cars was a Hudson touring car. A well- 
known four-cylinder car, which is by some 
claimed to be almost as good as a Six, did not 
venture out of the garage. Thus, in sun and 
rain, in snow and fair weather, the Hudson 
proves its superiority. 

The Memphis Motor Car Company are send- 
ing out a very attractive and neatly gotten-up 
little four-page folder with reference to their 
rebuilt and slightly-used cars. This mailed to a 
list of prospects will do much to interest them 
In picking up used cars at a time when they 
can get the best bargains. It will also aid the 
Memphis Motor Car Company by clearing out 
their used cars and getting cash In readiness to 
begin the season with a clean sheet. 

D. P. Graves, in charge of the Service Depart- 
ment of the Hudson-Jones Automobile Co. at 

Hudson Roadster, Model 20, serial number 
1564, has been run 100,000 miles or more and is 
still making records. It is owned by Eugene 
Green of Waco, Texas, from whom we received 
this interesting information. 

It runs as well today as when it left the fac- 
tory. On a quarter-mile track recently it made 
a lap in 37 seconds. It was driven by its owner 
from San Marcos to Waco on January 27th, a 
distance of 157 miles, in 11 hours. And this 
was over rough roads. 

About the only cars that can beat this kind 
of record are the Hudsons that have been built 
since the 20 came out. The present Six-40, 
as has been proven in most strenuous tests, 
seems capable of discounting anything ever done 
by previous Hudsons. And as any owner of a 
Hudson knows this is no small performance. 
Take it all through, the Six-40 Is probably "the 
greatest Hudson of them all." 


PENNANTS, with wording "Hudson Six," for sale 
by the factory. White lettering on blue ground, 
first quality felt, extra well made and sewed, 
come In rights and lefts; price, 40c a pair NET. 
Sold only In pairs and not less than five pairs oo 
an order. Use regular Parts Order Blank. 


NICKEL-PLATED TRIANGLES for radiator caps. 
About two Inches high, extra quality nickel plated 
on red brass; each Triangle, with attaching bolt 
and lock washer, carefully packed In strong card- 
board box ready for mailing; 20c each NET. 
Use regular Parts Order Blank. 

Digitized by 




Where Do Old Motor Cars Go? 

The photograph shows where one of them 
goes. It goes on the Seaboard Air Line Rail- 
road in Florida. This photograph was taken 
in front of the Administration Building of 
the Seaboard Air Line Railroad in Tampa, 

The car is a Model 20 Hudson touring car 
No. 6175. It is mounted on a special frame 
with solid iron wheels. The front axle is 
live and turns with the wheels. The same 
construction is used on the rear axle as was 
originally on the car. The steering wheel 
has been fitted to operate the brakes. These 
are made of wooden blocks, leather faced, 
and are aDDlied similarly to those of freight 

of the trip made by the Hudson over the 
frozen surface of the lake reads like a 
romance. In places the ice had cracks in 
it of as much as three feet in width. One 
side of the crack was, however, somewhat 
lower than the other. These cracks the 
Hudson took at top speed, leaping them like 
an ice-boat. 

Two four-cylinder cars, of a make stated to 
be "nearly" as good as a Six, and of excessive 
weight, essayed to tackle the same feat. At 
date of writing they are still out on the ice 
of the lake awaiting repairs before they can 

An interesting bit of detail was that the 
car stood outdoors — of course — over night. 
The radiator was filled with kerosene instead 

plan ahead so that your finances are always 
straight. Do you not believe it profitable 
to consider an automobile in the same way?" 

Analysis of Fifty Retail Sales 

A prominent distributor sends us the rec- 
ord of fifty retail sales. 

Some very instructive information is 
obtained from this analysis. 

Of the fifty, only seven were to persons 
who were buying their first car. In other 
words eighty-six per cent of buyers had old 
cars to trade in. 

Six of the fifty were to prospects who 
already were owners of Hudsons. Of the 

Pritchett, Chief Train Master, and Mr. J. L. 
Winter, Master Mechanic, of the Seaboard 
Air Line Railroad. 

These gentlemen recently made a trip 
from Waldo, Fla., to Tampa, a distance of 
one hundred and fifty-six miles, in six hours, 
actual running time. This does not consider 
waiting on sidings for trains to pass. It 
will be noticed that this is an average speed 
of about thirty miles an hour. With only 
26" wheels, this is remarkable. The car 
made twenty-five miles to the gallon of gaso- 

Mr. Pritchett is shown at the wheel. He 
says that the riding qualities at a speed of 
thirty miles an hour are far superior to those 
of the train coach. He is delighted with his 
car, which has attracted a great amount of 

The Hudson Around the World 

In our school days during the geography 
class we learned of Great Slave Lake, and 
Lesser Slave Lake. They seemed to us to 
be well within the Arctic circle. That any- 
one but Esquimaux should go there or live 
there appeared absurd. 

Yet here is a photograph sent us by the 
Freeman Company, Hudson distributors at 
Edmonton, Canada, showing a Hudson car 
on the ice of Lesser Slave Lake. The story 

air-cooled car." 

Answer: Sales Manager Morse dictated a 
reply to the above letter. It may contain argu- 
ments that will be of value to dealers and sales- 
men. The major part of the answer is here 
reproduced. Mr. Morse wrote : 

To begin with, let us say frankly that we 
could prepare a statement for you of up-keep 
or operation cost of our Light Six which figures 
approximately an expense of three cents (3c) 
per mile. There are so many things to consider, 
however, in connection with the individual use 
of any particular motor car which have to do 
with Its operating expense, that it is very diffi- 
cult for us to set down figures which would 
exactly apply in your case, or with any other 
user of our car, unless we had such user make 
an actual test with the car for a period of time 
or a number of miles so that his results would 
serve as a basis for our figures. 

In the attached statement we have figured as 
a basis for your consideration, the expense of 
operating the Light Six, say for three hundred 
days at twenty-five miles per day, a total of 
seventy-five hundred miles. You will note we 
figure tire cost at $182.10. This figure repre- 
sents the cost of a set and a half of tires. Fig- 
uring that one set of tires would at least be 
good for five thousand miles — this set of tires 
would cost $121.40 and for twenty-five hundred 
additional miles, of course we figure one-half the 
cost of a set of tires, making the total cost 
$182.10. Gasoline we have figured at the rate 
of fourteen miles to the gallon. Gasoline ex- 
pense, like tire expense, depends a great deal 
| on the way the car is handled. Some drivers 
are very hard on tires, others have been known 
to get as high as nine and ten thousand miles 
' out of one set of tires. Some drivers of our 
Light Six have been known to get as high as 
twenty-three miles to the gallon. We are only 
figuring on fourteen miles to the gallon, be- 
cause we believe this would be the average 
mileage of many drivers who were not experts. 

Figuring your gasoline would cost you 17c per 
gallon would represent a total cost of $91.12. 
For oil we have figured nineteen gallons at 80c 
per gallon, which would be $15.20. The price 
of gasoline and oil, however, varies in different 
parts of the country. We do not know exactly 
what it would cost you in your locality. An 
anti-freeze solution, some of which you would 
need in the winter time, we have figured at about 
$8.00. This gives us a total of $296.42, accord- 
ing to our figuration for operating cost, for a 
distance of seventy-five hundred miles, or ap- 
proximately 3.9 cents per mile. 

We have not figured, of course, anything for 
repairs or garage storage. The chances are 
that there would be no repair expense if the 
car is properly looked after and operated with 

Firstly, an air-cooled car will use a great 
deal more lubricating oil than a water-cooled 
car. The difference in operating cost of an air- 
cooled car so far as gasoline consumption is con- 
cerned, would be more than offset by the depre- 
ciation in the value of an air-cooled car when 
you come to sell it as a second-hand car. The 
water-cooled cars constitute close to ninety-eight 
Der cent (98%) of all motor cars manufactured ; 
therefore, for every ten prospects we will say 
who would Be ready to purchase a second-hand 
car there would naturally be in the same pro- 
portion to the production mentioned above, only 
one who would be willing to buy a second-hand 
air-cooled motor car. 

You want to take into consideration not only 
the operating cost, but the value of the asset 
which you will have after you have purchased 
the motor car, considering the motor car as an 
asset on which sometime you might want to 

Considering, for example, that an air-cooled 
car would give you twenty miles to the gallon 
of gasoline, which would be rather exceptional, 
we would say for a six-cylinder air-cooled car — 
on the same basis as our figuration attached, 
this would be a saving to you in the course of a 
year of $27.37, or for four years, which is longer 
than the average time a user keeps the same 
automobile, the saving would be $99.48. There 
is no question but that at the end of four years 
with a water-cooled car you would be able to 
get $100.00 more than you could get for an air- 
cooled car. Anyone having had experience with 
automobiles and versed in various makes of 
automobiles will substantiate this statement. 

Comparing your use of an automobile with 
the use of a horse and buggy, of course you 
have taken into consideration that while you 
might want to travel a distance of say twenty- 
five miles per day, it will take you considerably 
longer to do this with a horse and buggy than 
with an automobile. As a physician, your 
profits depend upon the number of patients vis- 
ited or who visit you. The more quickly you 
can go from place to place the more time you 
have for Increasing your business or for recrea- 
tion or pleasure. Any man's time is more or 
less valuable. If, by the use of an automobile 
you can save yourself time which you can utilize 
in other directions, this time is worth something. 
If, by the use of an automobile, you can go from 
place to place with less hardship, with more 
satisfaction and comfort, then this is worth 
something. If, by the use of an automobile you 
add to your prestige and social standing in 
your community, this also is worth something. 
The man who uses an automobile today is looked 
upon by most people as a progressive— one who 
is quick to adopt modern inventions and Im- 

Digitized by 


: i 







Boston Sets a Fast Pace 

Boston Show Proves a Hummer — Week of Perfect Weather 

Results in Record-breaking Attendance — Boston 

Dealers and Salesmen Sell Hudson Sixes 

Literally by Dozens — Nine Six-40's 

Sold in One Day — Here Is 

Inspiration For All 


> OSTON set the pace last week! The 
annual automobile show at Mechan- 
ics' Hall broke all records for attend- 
ance, exhibits, sales, enthusiasm — and then 

The week's attendance was 250,000, and 
the Hudson Six was conceded by thou- 
sands to be the hit of the show. Visitors 
proved it by asking for the Hudson the 
instant they entered the hall. They throng- 
ed the exhibit until there was scarcely room 
to move. 

And they bought 40's and 54's in a way 
that sent the sales record of all previous 
shows glimmering! 

It would be impossible to exaggerate the 
"pull" the Hudson showed. 

And the curious part of it was that the 
salesmen had really little to do except fill out 
the order blanks. The New Six already has 
become so tremendously popular, so im- 
mensely fascinating, so PERFECTLY IR- 
RESISTIBLE in its appeal, that the visitors 
were "sold" on the car before they saw it. 

The Six Dominant as Usual. 

At Boston as at the other 1914 shows the 
Six-cylinder car had things all its own way. 

Makers who showed Sixes played to 

"crowded houses." But there appeared to be 
plenty of room about most of the four- 
cylinder cars. Even Fours that have been 
widely advertised— on which money has been 
spent like water — seemed lonesome and 
largely unnoticed. , 

Listeners to a strong-lunged Four- 
cylinder "spieler" were heard to remark: 
"That's all right, old man, but you'll have to 
put TWO MORE CYLINDERS on that car 
before we buy it !" 

Automobile Business Amazingly 

That the public has money and is willing and 
eager to spend it for Hudson Sixes was conclusively 

If Boston is any guide the great difficulty is 
going to be to produce Hudson cars enough to 
satisfy the throngs who clamor for them. 

Dealers who visited the show almost to a man 
got into touch with the factory as quickly as pos- 
sible and increased their allotment of cars to the 

Unfortunately some are bound to be disap- 
pointed for there aren't going to be cars enough to 
go round. Just now the pinch is not being felt but 
sixty days hence may tell a different story. 

Take a tip from the whirlwind of enthusiasm 
that tore through Boston last week. Get your 
specifications and allotments "cinched" for the next 
three months. June will be here before you know it. 


Ask the man who is slow to decide : 
"Have you ever driven a Six?" 

Digitized by VjUUV IC 



A melange of sense, non-sense and otherwise. 
Sometimes a bull's-eye, sometimes in the outer 
circle, but always aiming at the target. 

(Rain or Shine) 

Issue of March 21, 1914 

The Intelligent Buyer 

It is well to keep ever in mind that the 
man who is in a position to buy a Hudson 
Six is possessed, usually, of more than aver- 
age intelligence and alertness. 

The wine-and-dine method of salesmanship 
has about vanished in motor-car selling as 
in other lines. 

To sell an automobile of a price of from 
$1,750 to $3,100 calls for real salesmanship. 
Not necessarily of the psychological, book- 
salesman type, but shrewd, keen, analytic 
appreciation of the points that appeal, and 
the avenue along which lies success. 

Extravagant, hysterically enthusiastic 
praise of a car repels people of poise and 
judgment. Just as a writer who constantly 
makes use of superlatives soon loses 
strength and conviction. 

Personality counts for much. Cultivate 
the smiling approach, well-modulated voice, 
the ease of manner, the unfailing courtesy 
and thoughtfulness, that you meet in people 
of culture and good breeding. That will get 
you a hearing anywhere. 

Add to this perfect knowledge of your sub- 
ject, alertness to see and profit by a good 
"lead," and moderation in assertion and 
language, and you will have gone a long 
way toward successful salesmanship. 

Be Frank 

If Smith does things you don't approve of, 
for any favor don't go and complain to 
JONES about it. Go right straight to Smith 
himself and look him square in the eye, and 
with a smile and a hand-clasp clear the 
air between you. 

My word for it he'll meet you more than 
half way. 

Most men belong to the class of "the de- 
cent average." There are those with a 
streak of yellow down their back. There 
are liars and knaves. But on the whole 
you'll find human beings pretty much the 
same the world over. 

Could we but "see ourselves as others see 
us" we'd be amazed to find what manner 
of man we are. 

You are not always right. Neither are 
you always wrong. And neither is Smith. 
Both of you have much to learn from the 

Mark Twain said it was merely a "differ- 
ence of opinion that made horse races." If 
we all liked blondes pity the brunettes. 

So be frank. Don't nurse your fancied 
wrongs. Turn the sunshine on the clouds 
and they'll vanish. 

And don't be too d d serious. You've 

only one life to live after all. 

An Unusual Hudson Prospect 

is a "prospect" 

will make the Big 

pell with pride. 

man — age at time 

;raph was taken 
just six months and two days 
— rejoices in the name of Hud- 
son Wentworth Vorous. This 
charming Hudson model ap- 
peared in. this beautiful 
world on July 23rd, 1913. 
That was approximately the 
same birthday as our 1914 
heard of 
the 1914 
off our hi 
eyed, clevi 
defy any 
in the Big 
six month 
beat him. 

W. F. Vorous, of Fish 
Creek, Wisconsin, the proud 
daddy of young Hudson Went- 
worth says it was hard work 
to keep him still long enough 
to get a picture. He sug- 
gests that because of this 
fact Mrs. Vorous had to be 
in the picture also, and that 
maybe on this account we 
would not want to use it. But 
our idea is that he better 
keep his door locked or some 
Hudson admirer will happen 
along and steal them both! 

Our hearty congratulations to Mr. and Mrs. W. F. Vorous, enthusiastic 
owners of a Hudson car, and of the first boy we've heard of who was 
named in honor of the Hudson. 

We're pretty well proud of this young Hudson. 

Mrs. \V. F. Vorous and son, Hudson Went- 
worth Vorous. who was named in honor of the 
Hudson car. 

Cabriolet and Sedan Honor Lists 

Some changes since last report, 
some more. 

Cabriolet Honors. 

1 New York 25 

2 Detroit 10 

3 Boston 9 

4 San Francisco 8 

( Los Angeles 7 

5 1 St. Louis 7 

6 Chicago 6 

Fall River 5 

Columbus, Ohio 5 

Philadelphia 4 

Cleveland 4 

Bridgeport, Conn 4 

The Cabriolet Runners 


A little effort works wonders. Do it 

Sedan Leaders. 

. 1 New York 20 

2 Detroit 16 

3 Chicago 10 

4 St Louis 7 

Toledo 5 

Los Angeles 5 

Cleveland 4 

Bridgeport, Conn 4 

Philadelphia 4 

San Francisco 4 

Congratulations to Detroit! Second in 
Cabriolet sales is no small honor. Come on 
you Boston! 

Los Angeles is creeping up the ladder to 
pull the 'aughty city on the Golden Gate 
from its leadership. What will next week 

St. Louis deserves mention. Those two 
sales do make a difference, now, don't they? 
Passes Chicago, and that's something a loyal 
St Louis man likes. Also ties Los Angeles. 

Of Chicago and the other trailers the 
least said the better. Tut! Tut! Or words 
to that effect. 

The Sedan Sprinters 

Not much doing in the Sedan line appar- 
ently. Yet Sedans still can be sold. And 
its futile to say they are not suited to this 
or any other weather. It's as easy to sell 
a Sedan in the summer as in the winter if 
you go at it right. 

Detroit is keen after New York's scalp. 
Wouldn't be surprised if proud Gotham had 
to take second place ere long. 

Chicago made a notch in the rifle stock. 
Another scalp. Try it again Herr Geyler, 
et al. 

X'VE said this before. But it's worth saying again. "Keep smiling 
until ten o'clock and the rest of the day will take care of itself." 

Digitized by 



How Two Dealers Won Success 

S. & M. Garage, of Taunton, Mass., Outlines Its Methods — A Comprehensive 
Review of Things to Do in Pushing a Retail Automobile Business. 

OO our way of thinking there is no one 
best idea in the successful selling of 
motor cars. Obviously if there was 
one idea, it would have been discovered 
long ago in the experiences of expert sales- 
men and would today be employed by all 
dealers. Since sales depend upon the demands 
of various localities, requirements of pur- 
chasers, and character of immediate territory, 
no one selling idea can be used with guaranteed 
success. It is rather a combination of ideas. 
Generally these Ideas are expressed in courtesy, 
attention to details, persistence, advertising and 
quality of workmanship, the fundamentals of 
♦•very successful business. Concretely, we tell 
you what Ideas we have used. 

Our chief idea is that of advertising, bringing 
our article of sale to the interest and favorable 
attention of a prospect. This is done principally 
by mailing lists, of which we have several. 

Every month we send at least one letter about 
the cars or matters of interest pertaining to 
motor affairs to each person on the full mailing 
list. For instance, in August last, we sent a 
letter to all owners of cars and also sent out 
100 copies of Mr. Coffin's book. Last month we 
sent the "Six-40" announcement or supplement. 
On the Monday following the Harvard-Yale 
game, in which event everybody hereabouts was 
intensely Interested, we sent a special post-card. 
When our Six-40 cars came out, aside from the 
reading notices in the daily papers, we sent 
out another special piece of literature. 

We are preparing a booklet, entitled, "Some- 
thing About the Cars We Sell." It will contain 
cuts of the factory, facts concerning its 
financial standing, items of interest to show the 
substantial backing of the concern we repre- 
sent. We shall distribute these, together with 
500 stock catalogues. 

In a word, we seize everything of popular in- 
terest and immediately associate it with our car, 
while the interest is hot, and at once bring it 
to the attention of our mailing list. 

Besides these forms of advertising, we use 

In the country houses which have telephones, 
located on the main thoroughfares of travel, 
we place our card beside the 'phone bearing tele- 
phone number. For every call for service 
which comes in over a number, we give the sub- 
scriber fifty cents. This may advertise the 
garage more directly, but it indirectly brings us 
into touch with possible buyers of our cars. 
Mr. Morse personally attends to this feature, 
and we find that it widens our acquaintance, 
creates general friendliness and a good word 
for our cars. 

We have substantial 4x6 wooden signs on the 
highway, placed by permission from the electric 
road officials under their electric lights, so that 
our signs are lighted all night. 

By Frederick A. Shaw and Chester H. Morse. 

We visit neighboring cities with well gotten- 
up signs of our garage, and hang them up in 
some conspicuous place in the garages of those 
having the best trade. For this courtesy, we 
offer by way of return to post theirs in our 

Recently we heard that Reed & Bartons of 
this city, world famous silver-smiths, desired an 
attractive decoration for their silver racing 
trophies. We sent them a photograph of the 
"54." The clean and striking lines of the car, 
typifying speed and conquest, and expressing 

Fred'r'ok A. Shaw and Chester H. Morse 
Proprietors the "8. & M." Garage. 

perfect artistic design, at once appealed to them 
and they selected the photograph of the "54" 
for this use. So we again linked our car with 
something within the common knowledge of 
everybody — the firm name of these highly 
reputable metal workers. The name of the car 
does not appear, but that it was chosen and 
used by these people is a talking point for the 

As for attention to details, we aim above all 
things to keep our cars and garage in neat and 

attractive appearance, under all circumstances, 
whether the cars are used for demonstration or 
for towing, whether the season is summer or 
winter. Our "54" demonstrating car has white 
canvas tire covers specially made to order and 
kept spotless by the frequent use of white 
enamel, and a white triangle flag with black 
lettering, features which we think to be orig- 
inal with us and which always attract great at- 

Great care is taken with our demonstrating 
car in always keeping it groomed like a blue- 
ribbon horse. Its appearance always calls 
forth praise. 

And as for the garage, ivy covers the walls 
and rose bushes blossom in the summer. And 
in the winter, we use low fir trees, which are 
used so much for decoration. These are easily 
secured In the country districts. 

We are fortunate, however, in having our 
location in the rear of a private residence, some 
300 feet back from the traffic and noise and 
the dirt of the street, a main hfghway of travel. 
The approach is through well-kept lawns and 
beautiful shade trees and we have a large yard 

Then we always try to be courteous and polite, 
both to our patrons and prospects and also to 
transients. We change the heading on our sta- 
tionery often, for variety and novelty. For the 
accommodation of our patrons and prospects we 
run a lost and found department. We belong to 
the Auto League Association, having a member- 
ship of 5,000 in this state alone, which associa- 
tion conducts a lost and found department and 
we make our department a branch of this state- 
wide association. 

We also keep motorists advised of traps, roads 
under construction, touring routes, etc. 

For transients we have a bulletin board in the 
garage which has a list of taverns and auto 
inns, maps, etc. ; and we find that sometimes 
transients are compelled to wait for repairs 
without much to interest them, we post items 
from the Triangle and a list of all purchasers of 
cars in our territory. In this way we take up 
the monotony of a wait, and at the same time 
provide selling material. We have again brought 
our car to the attention of possible prospects. 

On New Year's morning we called by 'phone 
all owners of Hudson cars, "Wishing them a 
Happy and Prosperous New Tear" — also advis- 
ing them that we had received our new Hudson 
Light Six. 

And so we are constantly on the alert, getting 
the attention of prospects and holding the good- 
will of those we have. Our ideas for these are 
the active mailing list, attractive appearance of 
cars and garage, linking our names with pop- 
ular events, and by being thoughtful and cour- 
teous in such ways as to Impress others "that 
one good turn deserves another." 



Picked Up In Field and Factory 


The Hines Auto company of Jackson. Missis- 
sippi, have Just sold a Hudson Six-54 to Gov- 
ernor Earl Brewer. Thus is another addition 
made to the list of "Governors Who Hudson." 

There are some good points about this "slogan" 
suggested for the Hudson Big Family by G. W. 
Darling of Marshalltown, Iowa. "PUSH! If 
you can't push — pull — if you can't pull, please 
get out of the way." 

Mr. and Mrs. F. C. Engelhart of Chicago, 111., 
have placed an order with the Louis Geyler 
Company for a Six-40 for spring delivery. They 
were recent Detroit visitors and were interested 
and enthusiastic over factory methods and 

Recent visitors to the factory included three 
sons of Samuel Baxter, Frank E., Clem S. and 
Fred H., respectively, who have signed con- 
tracts to dispense Hudsons to waiting buyers in 
and around Lima, Ohio. A. T. Smith, proprietor 
of the Buckeye Garage of Columbus Grove, ac- 
companied them. 

A. L. Nelson, proprietor of the Erie Garage, 
Erie, Pa., has secured publication in The Brie 
Magazine, an Illustrated monthly published for 
the Erie Chamber of Commerce, of a photo- 
graph of his garage together with a brief men- 
tion of the amount of business done this year 
and a little personal boost for Mr. Nelson. 


Don't be afraid to spend money to make 
money. Yet there is no necessity for being 
reckless. Some things are "bread on the 
waters." They come back to you with multi- 
plied profits. You cannot do good work with- 
out tools. 

The Auto & Truck Sales Co., of York, Pa., 
are circulating postcard photographs of the 
Hudson Six-40 with a brief description of its 
beauties. This is a clever Idea. It is inex- 
pensive, and has the advantage of being purely 
local and thereby centering the attention of 
prospects upon the local dealer. 

Mr. M. F. Foley, president Great Northern 
Nursery Co., of Baraboo, Wis., has purchased 
from the Ritter Automobile Co., of Madison, 
through their Baraboo agent, T. E. Mead, a 
Hudson Six-40. This is the seventh car that 
Mr. Foley has owned and the fact that he has 
chosen a Hudson after his wide experience with 
others, speaks well for "the handsomest car in 

Get the habit of writing the factory fre- 
quently. Do the same with the Triangle. We 
are never too busy to answer letters. We are 
hungry to hear from dealers and salesmen. 
You won't ring the bell every time. But you'll 
do yourself good by the attempt. Never hesi- 
tate to say what you think. Hundreds of sales- 
men feel very differently about this than they 
did six months ago. We really are getting 
acquainted with each other. Keep it up ! 

Levy Hermanos, "The Estrella Automobile 
Palace," of Manila, P. I., are famous for clever 
advertising stunts. Their latest contribution Is 
a pamphlet gotten up in fac-simile of the Satur- 
day Evening Post. It is called "The Estrella 
Motor News." It effectively sets forth the 
supremacy of the six-cylinder car, and shows 
how the Hudson is the "six of all the sixes." 

Through the alertness of "Bill" Steinhardt 
of San Antonio, Texas, some splendid advertis- 
ing for the Hudson was had by reason of the 
fact that O. B. Colquitt, the fiery governor of 
Texas, had become the owner of a Hudson 
Six. The Governor is much in the public eye 
just now and hundreds of newspapers were glad 
to use the photograph of him in his Hudson. 

Says C. L. Ross, of the Pacific Car Companv, 
Tacoma: "At the recent Automobile Show in 
Seattle we sold a Slx-40 to a Mr. Coffin of the 
Pacific Coast Condensed Milk Company. Two 
days afterwards we closed the sale for the same 
style of car to a Mr. Chapin. 

A very good prospect by the name of Morse 
and another by the name of Winningham visit- 
ed our booth. I am offering a bonus of $20.00 
to the salesman who closes up either Mr. Win- 
ningham or Mr. Morse. 

I am also on the look-out for a Mr. Bezner. 
Mr. Jackson is already the owner of a Hud- 

Digitized by 




Tabloid Selling Pellets 

Prepared by Hudson Salesmen 


Introduce the "Boss." 

Bring your prospect to the store after a 

demonstration, and let him meet the head of 

the house. This increases your chances of 

signing an order 

Name — Car — Organization. 

My selling ideas are based on the above 
three words. 

Naturally, I put the name first, and I very 
likely have to work 
on different lines 
from any other man 
selling Hudson cars, 
as I have to give 
the history of my 
ancestry before I 
can tell a prospect 
of the many reasons 
why he should buy 
a Hudson car. 

Every Hudson 
salesman should 
know the car thor- 
oughly, and he Js 
then in a position 
to meet any argu- 
ment that is put up 
to him. 

The one thing 
that I think is the 
best "selling idea" 
is to learn to 
"think fast." and 
little faster" than the other 

L. T. Hudson 

Hudson-Phillips Motor Car Co. 

Saint Louis 

always think a 

Then comes the "organization," and I find 
that nearly every prospect really appreciates 
a good story about the wonderful Hudson 

Satisfied Hudson Owners. 

Keep your owners satisfied. That makes 
friends for the car. And mouth to mouth 
advertising is the best on earth. A chance 
remark may swing 
a sale. See that 
every owner is a 
booster. We make 
our owners keep 
their cars up. Our 
periodical inspec- 
tion and service has 
been the means of 
selling scores of 
cars. I frequently 
make an opportuni- 
ty to look over 
owners' cars on the 
streets. Often I am 
able to do some 
little thing that 
teeps the owner 
more satisfied than 
ever that the Hud- 
son is the best car 
on earth. The sat- 
isfied motor-car 
owner is forever 
talking about his car. It is the one great and 
all-absorbing topic of conversation with him. 
So great is the fascination of the automobile 
that few men can own one without becoming 
enthusiastic over it. Bank on this circum- 
stance. Turn It to account. Make it bring 
you sales. 

A. Edloe Donnan. Jr. 

Gordon Motor Co. 

Richmond, Va. 

H. B. Humphrey 

Louis Geyler Co.. 

Chicago. HI. 


W^E HAD to do it. We hadn't room for all the good 
flf things sent us. Our thanks and acknowledgments 
\Mf to our salesmen friends. And our apologies for con- 
densing their good articles into smaller space. One of 
these fine spring days we're going to print the pictures of 
the whole clever lot of them on this page. Just for an ex- 
ample and an encouragement to the hundreds from whom 
we have not yet heard. Watch for the announcement of 
the winners of the Second Series. Coming soon, now! 

C. R. Sammons 

Sammons & Klnnard 

Stamford, Texas. 

Urge Limited Delivery Period. 

.Say this to your prospect: 

"I assume that you do not agree with me 
in the sincere statement I have made that 
the factory cannot possibly deliver the num- 
ber of cars during the months of April and 
May that the popularity of this model de- 

"You can, however, readily see that it will 
bo a physical impossibility for the Geyler 
Company to make deliveries and give proper 
and complete instruction to each individual 
purchaser during these sixty days unless w^ 
now have the order and specifications for 
equipment. This is necessary so that we may 
not only secure the cars from the factory 
ready for delivery, but we may have in readi- 
ness enough skilled and experienced instruc- 
tors to give the time and attention to each 
purchaser that he should have and is entitled 
to, under his contract." 

I find this makes a hit with prospects and 
impresses them with the idea that they must 
make a decision or they will run the risk 
of going through the season without having 
the Hudson car. People usually want things 
that they cannot get, and I play upon this 

K. T. "Akron" Jones, whose residence is 
in the commonwealth of Ohio, visits Detroit 
so much he is thinking of establishing a 
residence here to save hotel bills. He 
walked in a few days ago and left specifica- 
tions for eight more Hudson Sixes. 

Good Plan for Used Cars. 

A satisfactory means of handling the used- 
car proposition is vital. As soon as one of 
our prospects mentions the fact that he has a 
used car to trade, 
we ask him for the 
privilege of assist- 
ing him in the sale 
of the same. The 
understanding is 
that should we ef- 
fect a sale and he 
purchases a Hudson 
car, there is no 
charg e for our 
services, but should 
he purchase a car 
of aother make, we 
charge 5% for sell- 
ig his old car. We 
make a record on a 
double postal card, 
giving the name and 
address of the own- 
P. Morrison Boyd ?«/ description of 

The Lambert Automobile Co., the car, etc. This 
Baltimore. Md. record is made In 

such a way that 
we can show a portion of it to inquirers with- 
out divulging the name of the owner of the 
car. When a prospect believes that we are 
trying to help him to dispose of his old car, 
he naturally favors our company to a certain 
extent, feeling under some obligation to us. 
This is merely the outline of the scheme, but 
it gives the main features of it. I will be 
very glad to go Into details with any who 
wish to write me for further information 
along these lines. 

Sell the Children. 

In my sales talks I study the man and also 
his family. Frequently, the decision is left 
to the wife and children. Get the children 
boosting for you and you will have a cinch. 
In the towns to which I go, the kids all 
know me as the "Hudson man." and they all 
say I have the best car that comes to town. 
I Impress upon the prospect all the points of 
the good motor, speed, easy throttling, smooth 
driving, flexibility. Another argument I use 
is that I have an honest car to sell and that 
the truth is good enough. I look after all 
Hudson cars in my territory, whether the 
car was one of my own sales, or whether It 
was sold by another salesman. The first 
thing to find out is if a man has money to 
buy. Contending with the cheaper cars at 
cut prices, I talk quality, low cost of upkeep 
and the lasting qualities of the Hudson. I 
never fail to get the prospect into the car. 
The good features of the Hudson can be 
shown much easier than they can be told. 
There is also the additional advantage that 
there is no opportunity for disbelief of state- 
ments, because they are backed up bv per- 

Contracts have been closed by the Export 
Department with H. C. Heathern & Co., Ltd.. 
of Hobart, Tasmania, and with Wm. Bayly 
& Company, Suva, Fiji Islands. Truly "the 
sun never sets" on Hudson Sixes. 

Digitized by VjOOQ IC 





Digitized by 



Digitized by 



Digitized by 




Salary or Commission for Salesmen 

What Prominent Dealers and Salesmen Think 
the Best System 

Editor's Note: In response to our request for a discussion of the relative merits of the 
salary or commission basis of compensation for salesmen, we have received a flood of 
letters. It being quite impossible to publish them all in full, we have taken the liberty 
of condensing these articles into a somewhat shorter space, retaining, however, all their 
principal points. We feel confident that the publication of these opinions from prominent 
dealers and salesmen will be of great value to Hudson representatives everywhere. 

A Salesman's Experience 

HROM my experience as a salesman, 
I am convinced that the best and 
most satisfactory method for both 
the dealer and salesman is a fixed 
salary with a small drawing account. 
Of course, a salesman must make a 
required number of sales to justify his 
salary. He also must have the oppor- 
tunity of increasing his salary if his 
sales exceed a certain stated quota. This, 
briefly and speaking from a long experi- 
ence as a salesman, I would consider the 
most satisfactory method. — E. D. Hyde, 
Hammond, N. Y. 

Regular Salary and Bonus 

OUR SYSTEM provides a regular 
income for the salesmen. The 
amount of this income is based on 
the salesman's selling ability and his vol- 
ume of sales. There also has been 
arranged as an incentive for him to work 
harder, a cash prize which goes to the 
salesman producing the greatest volume 
of business in a given period. 

Straight commission, commission with 
a drawing account and straight salary 
have all been tried out. Each have 
advantages but many have greater dis- 
advantages both from the salesman's 
standpoint and from the standpoint of 
the house. We have tried all systems 
and have come to the conclusion that the 
regular salary with a periodical bonus 
for good work is the best we have come 
across to date. The bonus or prize should 
not only be given for a single period, but 
it should be carried on as a permanent 
proposition. We find that this excites 
keen rivalry. The house, of course, bene- 
fits by the increase of sales of all the 
salesmen. — A. J. Hamilton, Sales Mgr., 
Gomery-Schwartz Motor Car Co., Phila- 

Likes Straight Commission Plan 

^E HAVE tried the straight salary, 
commission with drawing account 
and the straight commission system 
of salesman's compensation, and have been 
most successful with the last named 

We believe salesmen take more of an 
interest in their work, give up more 
hours of time to it and are more apt to 
concentrate on a few live prospects when 
they are working on the commission 

First class salesmen in our experience, 
would rather work on a commission basis 
than on a salary. The returns on a com- 
mission basis to a good salesman are 
larger than he could make on the salary 
plan. The salesman who asks a salary 
lacks confidence in his ability. 

In our experience, the commission plan 
does not destroy teamwork any more than 
does the straight salary. You must in 

either case, have the confidence of your 

Prospect lists should be gone over daily 
with salesmen to see that no two are 
working on the same name. Where it is 
necessary to use team work to close a sale, 
the officers of the organization should 
assist personally in it, allowing the sales- 
man the commission just the same as 
though he had made it without assistance. 
By this method, a salesman never hesi- 
tates to call on us if he feels himself 
slipping. Should he prefer to call one of 
the other salesmen, we have always found 
our men willing to divide the commis- 

During the dull months of the year, we 
have given our salesmen a drawing 
account of a certain stipulated amount 
per week, to carry them through the quiet 
season. We believe it advisable to place 
new salesmen on a small salary, calling 
them "junior salesmen" and use them for 
the purpose of looking up prospect lists, 
and in other work of this kind, that can 
be followed up by the experienced com- 
mission salesmen later on. This gives 
them the necessary schooling to make 
them profitable workers. This new class 
of salesmen favors the commission plan 
and have always worked better under it. 

From our experience, therefore, we 
would conclude that the straight com- 
mission plan with a drawing account dur- 
ing the dull season is the most effective. — 
E. C. Thompson, General Sales Mgr. Twin 
City Motor Car Company, Minneapolis, 

Straight Commission Far Superior 

©ORKING on commission is far su- 
perior to working for salary. Every 
night a salesman has a chance to 
sum up the money he has made. He 
always has an incentive before him to 
try to sell more cars the next day. He 
also gets the full value of his endeavor, 
whether it comes from working day or 

If a salesman is worthy his concern 
will advance him a drawing salary suf- 
ficient for his living expenses, to be 
deducted from his commission when it 
becomes due. By working under this plan 
he is worth to himself and his concern 
exactly what he is capable of earning. 

When he works for a salary he works 
with the expectancy of an increase to 
reward his earnest endeavors, but there 
could be no certainty of this raise, because 
he may not be as valuable to his concern 
as he is in his own estimation. We all 
know that increased salaries do not 
always materialize, but a man working 
on a commission knows that he is getting 
everything that is due him. 

If he works harder than his fellow- 
salesman, both being equal, he is going 
to be rewarded for his work. The man 
who owns a business will accomplish 
greater results than will the man whom 

he employs. That is true because he has 
an incentive to stay in his office and 
work, while his salesman may insist on 
going to a ball game. — F. A. Ordway, The 
Henley-Kimball Co., Boston. 

Favors Combination Basis 

OUR RETAIL sales force comprises 
four salesmen selling new cars and 
two selling second hand cars. The 
men selling new cars are all first class 
experienced men. Two of them have been 
developed in our own organization and 
two of them have come to us with previ- 
ous experience. They all are paid the 
same salary, a definite amount per month, 
and per year, and a commission of five 
per cent on their sales in excess of $36,- 

000 per year. This gives us absolute con- 
trol of the salesmen as salaried employes 
and it yet gives them a great incentive 
to work for volume, while it removes the 
uncertainty of a living income during bad 
periods that sometimes face the commis- 
sion salesman. 

This avoids the drawback I have fre- 
quently discovered in commission sales- 
man of not paying sufficient attention to 
the man that is a prospect in the distant 
future. The strictly commission man is 
usually looking for the greatest immediate 
returns. In his endeavor to catch the 
fellow that is ready to buy on the instant, 
he frequently fails to put in sufficient 
time to keep up the general average. 

Salesmen receive credit only for the 
amount of cash involved in the sales that 
are made. In case a second hand car is 
sold for less than was allowed for it, one- 
fifth of the shrinkage is charged against 
the salesman who traded in the car. This 
is deducted from his commission after 
the required volume of sales is reached. 

The salesmen selling second hand cars 
works strictly on a commission of five 
per cent. Experience has proven that 
in a great majority of cases, the prospect 
for a second hand car is sold at the time 
he makes his first inquiry. By having the 
second hand salesman work purely on 
commission, it centers his interest and 
effort on immediate results, which is the 
most important one in the selling of sec- 
ond hand cars. 

All salesmen are at liberty to call on me 
to help close any sale for them that they 
think can be handled to better advantage 
in this way. In such case, the salesman 
gets full credit no matter how much work 

1 may do in the closing of the sale. This 
creates excellent team work and induces 
salesmen to call for help on a hard sale 
before it reaches the stage where it is 
practically lost. 

We find the above plan works very satis- 
factorily, and in my opinion, it has many 
advantages over either the straight salary 
or the straight commission. — J. H. Phil- 
lips, Hudson-Phillips Motor Car Company, 
St. Louis, Mo. 

(To be continued) 



Digitized by VjOOQ lc 








i 2 

March Production Broke 
All Records! 

^^rtHS being a banner year for the Hudson it 
^^/ seemed only fitting that the factory, too, 
should take a whirl at smashing records. So 
the Production Department turned in and battered 
into fragments the highest monthly figures ever 

Briefly — the output of cars for the month of 
March broke all records! When the whistle blew at 
close of work on March 31st TWELVE HUNDRED 
AND FOUR CARS had been built and shipped! 

Not only was the record for the month ahead of 
anything previously made, but the record for the 
QUARTER also was pulverized. 

Consider what is meant by an output of 1204 cars 
in one month ! 

This is almost exactly FORTY-SEVEN cars per 
day! SIX cars per hour! A car EVERY TEN MIN- 
UTES for a whole month ! 

A car, too, of the size, and power, and infinite 
beauty and class of the Hudson! Built with extrem- 
est care. Tested and tried in every part. Inspected 

in every minutest detail. As nearly a perfect product 
as the best engineering skill and mechanical in- 
genuity in motordom can compass. 

And EVERY TEN MINUTES for a whole month 
one of these well-nigh perfect Hudson Sixes rolled 
on the shipping platform and was whirled away to 
fill an order already signed and waiting! 

Yet even this tremendous energy of production 
lacks in meeting the demand. The flood of orders 
still continues. The factory is leaving no stone un- 
turned to furnish the cars. But motors and bodies 
and electric systems cannot be built over-night. 
And in spite of herculean efforts the cloud-burst of 
orders shows no sign of being satisfied. 

But — inspired by its March success — the factory 
has great hopes for what it may do in the next three 
months. No man who wants a Hudson Six is going 
to be left unsatisfied, if it is within the power of men 
and machinery to make it for him. 

Every safety-valve is bolted down! Steam is at 
double top pressure in every boiler! 

The good work will go on ! 

"A Good Salesman Can Sell Anything!" 


k HICH is the easiest model to sell?" was asked of a 
member of the selling force of a prominent distrib- 

"There isn't any 'easiest* one," he replied. "A good sales- 
man can sell anything on which he puts his efforts. 

"If I go out determined to sell the 54, that's the car I get 
orders for. If I am working on the six-passenger 40, that's the 
one that is mentioned on the orders I take. If it's the five- 
passenger car, then the 'five' goes. If the Cabriolet, or the 
Roadster are to be disposed of, those are the cars I sell. 

"Of course I don't mean to say that a man can always and 
invariably sell a prospect the car he — the salesman — has in 
mind. But if the 'boss' says there are certain cars to be sold, 
why, we just 8<'U them. That's all there is to it." 

There's a good deal In this salesman's assertion. 

Nothing is so 'catching,' so hypnotic, so easily transferable 
as a mental impression. The very tone of one's voice, the 
glance of an eye, the shrug of a shoulder, are instantly 
reflected in the mind of the prospect. 

If the salesman naturally, or by training, knows how to 
influence the prospect favorably toward a certain car, that 
model becomes as desirable in the eye of the prospect as it 
appears to him to be in the mind of the salesman. 

It is merely the transferring to the sensitive mind of the 
prospect of the mental photograph that is enthusiastically im- 
pressed on the mind of the salesman. 

This is not theory. Good Hudson salesmen are doing it 
daily. That's why they are good salesmen. 


Digitized by VjOOvlC 


XT'S YOU who win or lose. 
It isn't so much the car you sell, 
or the territory you control, or good 
weather or bad weather, or any of these 
things. It's YOU— YOU— YOU. 

If you lose a sale you have yourself to 
blame. If you fail to make a success of 
your Hudson representation, don't try to 
lay it on others. 

The best man wins. If you are the best 
man you'll win. It makes little difference 
what are the conditions. 

And the best men are the trained men. 
Trained to know their goods and their 
customers, their possibilities and oppor- 
tunities. , , llL 

We rise by treading under foot the mis- 
takes of the past. We make sales by 
knowing why we lost others. We turn 
last year's loss into this year's profit by 
avoiding the mistakes of last year. 

The Hudson is an easy car to sell. So 
easy that some of us are apt to grow lax, 
careless. We leave it ALL to the car. 

And an alert competitor with a less 
valuable product slips in and steals the 

Remember, it is always the MAN that 
is to be reckoned with. It isn't safe to 
leave it all to the car, and to the adver- 
tising, and to the factory. 

The best product in the world won't win 
without the MAN behind it. 
It's up to YOU. 



90U can't do much unless you STICK. 
Failure to STICK at the right 
time and the right place has lost 
many a fortune. 

A few days more or less may be unim- 
portant. To STICK until the opportunity 
turns your way often means simply a 
little delay. 

The so-called "hustler" often misses the 
prize by incautious and ill-judged hurry. 
Many a man has lost a golden opportunity 
by snatching at a lead one instead of 
"sticking" for the main chance. 

Too often success is lost through lack 
of patience to STICK for the big prize. 

To be a Hudson dealer is a big asset. 
The Hudson representation is probably 
the most valuable franchise in the retail 
motor-car business today. 

It is becoming easier every day to sell 
Hudson cars. Hudson dealers make big- 
ger and easier profits than do others. 
Probably the greatest successes in the 
retail automobile business have been 
made by Hudson dealers. 

Yet — as Rome was not built in a day — 
one cannot and must not expect that even 
a Hudson business arrives full-grown. It 
must be nursed and cultivated and 
watched over. Time must be allowed for 
its development. One month, or one year 
is not always enough, though many have 
succeeded in a marvelously short time. 

To develop the full possibilities of the 
Hudson line; to enjoy all the profits it 
holds; to realize the big advantage it 
offers over any other automobile connec- 


President of Cornell 
Visits Hudson Factory 

Recently we were honored by a visit 
from President J. G. Schurman of Cornell 

President Schurman was shown every 
nook and corner of the big plant. He 
was one of the most interested and inter- 
esting visitors we ever have had. 

President of Cornell University. 

His comments on the various mechan- 
ical processes were keen and incisive. 
His observation was amazing. Nothing 
escaped his alert eye. Few visitors show 
such discrimination. 

In leaving he complimented the man- 
agement most highly. He was much 
impressed, he said, with the accuracy, 
the system, and the tremendous speed 
and efficiency of the entire organization. 
The cleanliness and order, too, of the im- 
mense plant appealed to him. "It is 
just the sort of a factory one would 
expect to see after knowing the Hudson 
car," he asserted. 


New Buildings and Extensions a 

The Tiffany Garage in Poughkeepsie, 
N. Y., has completed a two-story steel and 
concrete garage with 10,000 feet of floor 

Work was started some time ago by the 
Allen Motor Car Company of Easton, Pa., 
on its new premises. 

An attractive garage with an entrance 
on three streets has- been completed in 
Butler, Pa., for the Huselton Automobile 

In Reading, Pa., a new brick building, 
70x120 feet, is now occupied by the Heydt- 
Haas Motor Company. 

The H. O. Harrison Company of San 
Francisco, Cal., has approved specifica- 
tions for a new branch building in Oak- 
land, Cal., to have a frontage of 124 feet 
on one street, and running clear through 
the block to the next street where the 
frontage will be 110 feet. The structure 
is to be of brick. 

The A. Elliott Ranney Company, New 
York, has leased an entire floor of a 
building on Sixty-first street for its offices 
and service building. 

Every day can be your best day. You 
are the architect and builder. 

Big Distributors R 

Weekly Meetings for the Injectk 
Personal Enthusiasm and Energy- 


OLD a weekly meeting of the selling or| 

"Besides the Salesmen, this me< 
should include the head of the Service Departn 
your Shop Superintendent, and others who <j 
in contact with prospects and owners." | 

This is the consensus of opinion of dealers 
are using the plan. j 

It has been found that a good time to hol<| 
meeting is on Monday morning. Successful del 
say that every man is expected to attend. Tit 
a part of his duty. 

The "chairmanship" of the meeting is us] 
rotated, so that each salesman in turn has 
experience and the benefit of conducting it. 

Subjects for discussion include, how to I 
certain "hard" prospects, best methods of 
proach, explanation of points brought up b] 
quirers, and all matters affecting the selling 
care of cars. These questions are endless. 




President S. S. Toback, of the A. E. Ranney Compa 
Studying a knotty point at the regular meeting of H 
Chicago's hustling distributors, the Louis Geyler U 
The Boston top-of-t he-ladder salesmen hearing from 

stration of how he gets so many names on the di 
The Gomery-Schwartz Company, of Philadelphia, nr 

the most animated we know of. 

Digitized by V30X3V?LC 


ig Steam Pressure 

fcp"— Volume of Sales Depends on 
lr Too Small Too Profit by This Plan 

flie greatest benefit has been found in the fact 
t men go out of these meetings with fresh ac- 
tions of "pep" and enthusiasm. The depressed 
Mgorated. The diffident are given confidence. 
b the best salesmen receive tremendous benefit. 
bcellent results are had from the plan of 
Mel sales," or "selling demonstrations," con- 
fted by two members of the organization. One 

[represents a prospect, while a salesman "sells" 
a car. 
ter the demonstration is over the others crit- 
fe and comment on the method and arguments 
pe demonstrating salesman. 
hch salesman, in turn, takes the part of the 
^r. Thus methods of selling are standardized. 
fesmen acquire similar lines of "talk." Each 
jws how the others present their appeal. 
lis weekly meeting plan undoubtedly can be 
»enefit to every dealer and every organization. 


R. W. Hooker of the E. V. Stratton Com- 
I pany, Springfield, Mass., made a selling bull s- 
I eye the other day when he landed on the 
dotted line Mr. Victor H. Wesson of the 
1 Smith & Wesson Company, world-famous 
| makers of revolvers. Mr. Joseph Wesson, 
father of Victor Wesson, is the mechanical 
head of the company and his co-operation 
was utilized in the selection of the Hudson 
Forty. This is an endorsement of its perfec- 
tion in mechanical design and detail as evi- 
denced by the judgment of a man so well 
posted as Joseph Wesson. 

The Advertising Department recently sent 
out several pieces of copy written for the 
purpose of assisting dealers in the disposing 
of second-hand cars. From the Southern 
Tier Motor Company of Elmira, N. Y., has 
been received a letter stating that they find 
this second-hand car copy to be some of the 
best in their experience. They are using 
regular advertising for second-hand cars, and 
as a consequence, have solved the problem to 
their entire satisfaction. 

We like to print information like this: 
The Wlnstead Motor Car Company of 
Greenfield, O., a town of 4,000 population, 
have ordered four binders for factory let- 
ters, eight Hudson Owner's Bulletin covers, 
and a supply of Hudson Six pennants and 

A close following of factory methods 
and ideas is making for these dealers a 
notable success. 

The Imperial Motor Car Company of Nash- 
ville, Tenn., has an excellent method of an- 
nouncing the sale and delivery of Hudson 
cars, under the heading "Imperial Notes." 
They mention the delivery in the following 
dignified manner: 

"The Imperial Motor Car Company 
announce the sale and delivery of a 
Hudson Six-54 to Mr. John Doe, of the 
well-known firm of Doe & Blank." 

"The delivery of a Hudson Six-54 to 
Mr. Harry Blank of the law firm of Doe 
& Blank is announced." 

"The delivery of a Hudson Six-54 
limousine to a prominent citizen in Nash- 
ville, whose name is withheld by request, 
is announced by the Imperial Motor Car 

The dignified style of these announcements 
is worthy of note. It is a delicate flattery 
to the purchaser of the car, and at the same 
time it enables the dealer to get his name 
and the car mentioned in the social notes 
in a way that otherwise he could not do. 

We commend this to the attention of Hud- 
son dealers everywhere. 

Guy L. Smith, the exclusive Hudson dis- 
tributor of Omaha, Nebraska, has a habit of 
mailing most excellent circular letters from 
his used car department, giving lists of cars 
with details of equipment, etc. This system 
is bringing Mr. Smith excellent results. 

The Twin City Motor Car Company of 
Minnesota has been showing up the ad- 
vantages of the Six-40 on the famous 
Sixth street hill in Saint Paul. This hill 
is three blocks long, 10% grade the first 
block, 9% the second, 7% the third, and a 
sharp left turn at the top. Competing 
Sixes had no chance at all with the Six-40. 

Factory Picture for Your Showrooms 

A big selling argument is the factory and the company back of the car. 
In fact it ia almost the BIGGEST selling point there is. 

In this day of over-priced cars, cut prices, big trading offers, and other 
competition encountered by the legitimate motor-car dealer it is of vast 
benefit to be able to point to the stability and permanence of the makers of 
the HUDSON. 

European visitors say the Hudson factory and office building is the hand- 
somest in the world. 

This photograph, showing part of the front of the factory, and the admin- 
istration building, will assist materially in your presentation of this selling 

This is an enlargement of a photograph of the factory taken last summer. 
Each picture is made separately, to individual order. It can be had on gloss 
or dull finish stock. The size is 14 inches by 17 inches. It is mailed, rolled, 
in a stout tube. The price is $1.00. In ordering use regular parts order blank. 

Picture should be framed with a fairly wide mat, and in wide flat frame. 
Any good picture framer can put it up in first-class style. 

This is something quite new and we urge on dealers the value of having 
it prominently displayed in their showrooms. 

We would like to receive a great many orders for this exquisite and useful 
piece of decorative advertising matter. 

Digitized by 



Beautiful Five -Passenger Body Now 
Obtainable on Light Six 


IHIPMENTS are now going out of the new- 
model, five-passenger body on the Six-40 

This was designed in response to the wide demand 
for a standard fiv< 

The photograph 1 
shows some of the 

It was taken, 
however, from an 
angle that neces- 
sarily does not 
show to full ad- 
vantage the for- 
ward position of 
the rear seat. The 
seat, it will be not 

well ahead of the rear axle. This locates the load 
in an ideal position and insures an unusually easy 
riding car. 

By a slight change in the design of the rear seat 
and in the sides of the tonneau increased room has 
been secured. Yet the car is not perceptibly wid- 
ened. It has all the grace and beauty of the Six-40. 
With the exception of the rear seat it is identical in 
every detail with the six-passenger model. 

Not all dealers have, as yet, seen the new car. 
From those who have seen it come many expres- 
sions of admiration. Several have asked that their 
allotment of Five-Passenger Forties be increased 

over their first 

It undoubtedly 
will meet with an 
excellent demand. 
And as we can 
build but a limited 
number of this 
five-p assenger 
model we look for 
the early exhaus- 
tion of our supply, 
with who prefer a 
sianuaru, iive-passeiiger touring car model. This 
car enables dealers to supply the wants of such 

In most cases dealers are well aware of this 
preference. It is recommended that special efforts 
be made to draw the attention of these buyers to the 
new model with a view to securing the filling of their 
order before our stock of five-passenger bodies is 



Competitors Boy Hudson 
^ . Cars 

Eleventh Car a Hudson 


Prom Marietta, Ohio, through the kind- 
ness of Walter W. Wood, Hudson dis- 
tributor there, comes a most interesting 
item. In Marietta is a large garage that 
is owned by a stock company. Mr. Wood 
has no stock or interest in the company. 
Last week, he writes, he sold to one of 
the stockholders of this garage a Hudson 
"54." This makes the fourth stockholder 
of this garage who has bought a Hudson 

The striking point about this is that the 
stock company is the agent for what is 
claimed to be the leading four-cylinder 
car on the American market, and also 
agent for one of the highest-priced, high- 
grade sixes on the market, and also for a 
medium-priced six. The names of these 
cars will be furnished to any dealer who 
is interested enough to write for them. 
This is by no means an isolated case. We 
get items of this sort from all over the 
country. This one is so remarkable that 
we make a special mention of it here. 

Says the Hudson-Jones Automobile Com- 
pany of Des Moines, Iowa: 

"It might be of some interest to the 
Triangle to know that we have just sold 
a Six-40 to Dr. R. P. Parriott, a prominent 
physician of Des Moines. This car is the 
eleventh automobile that the doctor has 
owned. Dr. Parriott, by the way, bought 
and drove the first automobile ever owned 
in Des Moines. 

Old-Time Government Scout 
Joins Hudson Ranks 


During the automobile show at Omaha, 
Guy L. Smith closed a Hudson dealer con- 
tract with F. J. O'Hara of Spalding, 
Nebraska. Mr. O'Hara is a giant in size, 
being six foot two and one-half inches in 
height and weighing two hundred and 
forty pounds. In the early eighties he 
was a government scout under General 
Miles. O'Hara's reminiscences of the wild 

days of Nebraska and neighboring states 
are both interesting and thrilling. Few 
men have a better knowledge of Indian 
customs and habits. Smith says if Mr. 
O'Hara trails automobile prospects as he 
did Indians, there will be nothing but 
Hudson Sixes in Spalding and adjacent 


i I 

Six-40 Roadster Selected to j 

I Replace High-Priced Car | 

The Hudson Six 


bids fair to be the 
dominant and popular car in Columbus, 
Ohio, and vicinity. 

Recent information is had of the sale 
of a Six-40 Roadster to a man who will 
use it instead of a high priced car of 
what is popularly known as the "high 
grade" class. This car cost the owner 
$4,500. It has had but little use and is 
in first class condition. 

Yet the owner is gladly giving it up 
to buy and use the Six-40 Roadster which 
he says is "the cleverest little car I ever 

This information reaches the Triangle 
through the kindness of H. J. Schwartz, 
president of the Standard Motor Car Com- 
pany of Columbus, Ohio. 

Digitized byVjUUyiC 



^V\XN\\\V\\\.XNX\\V\\\\\\NV\V\NV\\VX\X\VX\^ ^ 




Days Worth Their Weight in Gold 

>^^nHESE are golden days. 

^^y Days that mean sales, and business, and prof- 

I its — gold — to us all. 

i Days on which can be laid the foundation for future 

' development and growth. 

| Days that — if rightly and energetically used — hold 

| out for our taking, success and happiness. 
I I Now, almost more than at any other time during the 

, year, we must be on the alert, keen, resourceful, 
i | courageous. 

| ^^^x HERE is much to do in the next few weeks. 
i ^^^ The nearer we can come to a perfectly clean 

slate the better we will be equipped to begin the 1915 
| season. 

Not only should all new cars be sold and delivered, 
but the used-car stock should be worked down to as 
near zero as possible. 
I There are dealers, both big and small, who long 

ago determined that no used car would be carried 
over to the new season. And who already have wiped 
the slate clear for 1915. 

It isn't always easy. But it can be done. 
A fixed determination to sell out, clean, and a bull- 
i dog persistency in tackling the job, will surely succeed. 

VERY soon, now, we must "take stock," strike a 
balance and see where we stand. 

And with the record of last year before us, we must 
lay our plans and set our stakes for 1915. 

There is, perhaps, the new building to be consid- 
ered. Or the old one to be rejuvenated. Financial 
resources must be so arranged that the wheels of busi- 
ness may run smoothly during the coming season. 

Overhead must be determined. The "expense 
budget" must be drafted, and debated and decided. 
Shop, and salesmen, and salaries need careful thought 
and deliberation. 

Everything depends on the plan. Unless the blue- 
print is right the resulting product stands small chances 
of symmetry or success. 

HET us — then — during these days of prime im- 
portance to us — overlook no smallest thing that 
will tend toward the desired end. 

The resolve to have every detail of our business in 
ideal condition is half the battle. 

The 1914 season is waning. Before we realize it 
"1915" will be here. 

We want to make a record next year that will far 
excel this one, wonderful though it has been. 

The start is everything. And the time to start 
"1915" is during these last months of the 1914 year. 

All together, then I For a whirlwind finish, and a 
grand clean-up in preparation for the new season. 

Side-Stepping Demands for Cut Prices 

GHIS plan will avoid quite a number 
of demands for a "discount" or "cut 
price." And will make it easier for deal- 
ers and salesmen to convince prospects 
that there is but ONE price on Hudson 

Probably it has occurred to you that in 
the minds of a large number of people 
the term "list price'* means a price that 
is purposely set high and from which it is 
expected and quite proper and usual that 
there should be a discount. 

The hardware merchant, dry goods deal- 
er, druggist, boot and shoe man, jeweler, 
grocer, — and in fact men in practically 
every line of business are quite familiar 
with the term "list price." 

Its universal meaning in these trades 
is a catalog price from which there are 
certain discounts given, which may vary 
according to conditions of trade, standing 
of the buyer, volume of the order, etc. 
One man buying in carloads may get 
50 and 10 and 10 and 5 off a certain "list 
price." Another gets, we will say, 50 and 

5 off. A third may get 50 and 3. But 
EVERY ONE gets a "discount" off "list." 
No one dreams of paying full list price for 
any article. It was never intended that he 
should. To ask it would be gross ignor- 
ance on the part of the salesman, and 
would expose him to the ridicule of every 
man in his line of trade. 

It would seem that it is partly for this 
reason that there has grown up in the 
automobile business the occasional dif- 
ficulty of getting the prospect to under- 
stand what we term full "list" price. 

It is difficult to say just where and when 
and how this unusual use of the term 
"list price" as applied to motor cars orig- 
inated. It is almost, if not the only, line 
of business where it has the meaning of 
"Net retail price." And it is probably safe 
to say that no small part of a salesman's 
troubles over cut prices would vanish 
were the prospect aware of the fact that 
"list price" in the language of the motor 
car manufacturer, dealer and salesman 
has an entirely different meaning from 

that which attaches to it in other lines 
of business. 

When applied to motor car prices it 
means, simply, the NET RETAIL PRICE 
of the car. 

The remedy is — avoid the use of the 
word "list" under every circumstance. 
Forget it. Banish it from your vocabu- 

When a prospect asks the price of the 
Hudson don't say — as some do — "The 
list price of this car is $1750." Ninety- 
nine men out of a hundred instinctively 
think of "list" as it is used in other lines 
of business. And quite naturally they 
ask at once: "What is the discount off the 
list price?" They always get a discount 
off "list" prices. And of course they sup- 
pose they are entitled to it on a motor 
car as well. 

Therefore, instead of using the word 
"list, 11 say: "The NET RETAIL PRICE 
of this car is $1750." Or call it "catalog" 
price, or "retail price," or "selling price." 
ANYTHING rather than "list price." 

Digitized by 




CHIS is the password— the "Open 
Sesame"— for the retail automobile 
dealer who hopes for success. 

There is no future for a dealer who 
refuses to co-operate with the factory. 

The proper time to decide what his 
attitude will be on questions of manufac- 
turing policy, selling, advertising, and 
other details, is before the contract is 
signed, not after. 

Once having determined to handle a 
certain car, the most successful dealers 
are whole-souled in their feeling of one- 
ness with the maker. 

It is apparent that questions will arise 
from time to time on which, inevitably, 
there will be a difference of opinion. 

If it were attempted to secure abso- 
lutely unanimous advance agreement on 
certain models, body styles, mechanical 
details, and all the thousand and one 
items that enter into 4he producing of a 
motor-car, there would be no automobiles 
in existence. For it is utterly impossible 
that a thousand men should agree on 
every point. 

Hence the sensible and far-seeing 
dealer co-operates by backing up the 
action of the factory. He may differ with 
its policy in various minor details, but 
he accepts its judgment and sells its 

Friction is fatal. Business bearings 
lubricated with loyalty; good humor, and 
co-operation produce smooth and efficient 
results. When the carburetor spits back, 
the radiator boils over, and the battery 
short-circuits, the whole machine is out 
of harmony — the power is gone! 


The Hudson "Selling Season. 1 

JPRINO — The season when motor-car 
owners are interested in the new 
car. When roads begin to assume travel 
conditions. When it is easy to sell Hud- 
son Sixes, for motoring is in the air. 

Summer — Season when dealers and 
salesmen have the advantage of the ad- 
vent of new models. Fresh cars, fresh 
catalogs, and fresh advertising stimulate 
desire. Prospects who have slipped 
through a salesman's fingers in the spring 
are apt to be caught with the new models. 
It's easy to sell Hudson Sixes in sum- 
mer. So easy that we are apt to grow 
lazy and cultivate the ball-game, fishing- 
rod, seashore habit. 

Autumn — Perfect season for touring 
and vacations. Its shortness and sweet- 
ness warns motorists that tempus fugits. 
Condition of roads best of all the year. 
Play time for automobile owners. The 
salesman who can't sell Hudson Sixes in 
the fall Isn't much of a salesman, is he? 

Winter — Season of storms and social 
activities. Closed Hudson cars a neces- 
sity at this season. Foolish for anyone 
to attempt to get through a winter with- 
out them. Wonderful chance to sell the 
allotment of closed cars, and incidentally 
to pick up numerous deposits on cars 
for spring delivery. Really a harvest 
time for the Hudson salesmen. 


(This Series Began in Issue of January 3, 1914) 

Hints on Closing Sales 

Many salesmen fail in their closing of 
sales. They do well up to a certain point, 
when they fall flat. They do not seem to 
be able to get the prospect's signature to 
the order. 

This Is partly due to lack of nerve in 
asking for the order. Some men assume an 
apologetic tone, a cringing manner, as if 
they were asking a great favor of the pros- 
pective buyer. They seem to feel that they 
are doing something they ought to be just 
a little ashamed of in urging their cus- 
tomer to sign his order and pay his deposit. 

One of the most successful salesmen in a 
certain city impressed all by his manner 
of calmly taking it for granted that his 
prospects were buying the car. He never 
seemed to give a thought to any opposite 
idea. From the first minute of his con- 
versation it was apparently, to him, a settled 
thing that the car was sold. The conver- 
sation, demonstration, etc., were merely 
incidentals, mere matters of detail. This 
attitude is one that Is cultivated by many 
successful salesmen. 

Remember that the average man is two- 
thirds sold on the car when he enters the 
salesroom. Of course all are not, but the 
largest percentage have sold themselves the 
Hudson car, by what they know of the car 
either from experience or from what a friend 
has said, from reading ads, catalogs, etc., 
before they call on the dealer. The sales- 
men has simply to direct their attention 
along lines they have already worked out 
for themselves, and see that he does not 
spoil the sale by any "bad breaks." 

Every dealer should provide some secluded 
place where the final arguments can be 
made, and the order signed. If at all feas- 
ible this should be a separate room, with 
desk, chairs, lights, etc., but no telephone 
or other means of interruption. Never have 
a clock or a calendar in a salesroom. One 
offers an excuse for terminating the inter- 
view because of the time and the other 
might remind the customer that he has a 
note coming due on the morrow. At least 
a desk or table might be set aside in some 
portion of the salesroom, possibly concealed 
by a screen, and at this desk orders could 
be completed. But don't have pen and ink 
on the table. People instinctively shy at 
signing anything. 

Little devices may be used to get the pros- 
pect into the "order room." "Just step this 

way a moment, Mr. " the salesman may 

invite, at the same time moving in the direc- 
tion indicated. Nine men out of ten will 
follow such a suggestion. 

"I have a photograph (or a letter) I 

would like to show you, Mr. " may also 

be used. 

In the room, or at the desk, begin to write 
out the order blank, use a fountain pen — 
suggesting details — not asking them — as you 
do so. "You will want your car delivered — 
say — by such and such a date" you may 
then remark. Or — "How will such and such 

a date suit you, Mr. ?" Be a little slow 

about suggesting "extras." You may scare 
the man off by the idea of added expense. 
Let him buy the car first. He can add extra 
tires, shock absorbers, etc., later on. Sell the 
car first as it stands. 

Get the order signed, if possible, before 
you fill in the deposit. And don't use the 
word "sign" in getting the prospect's name. 
Indicate the place where the name is to go; 
get the pen into the man's hand; talk about 
something else, but merely see that he knows 
where to place his signature. Instead of 
saying: "Sign here," as one is often told 
to do, say: "Yes! On this line, thank you!" 

or "Seems pretty good to own a nice Hudson, 
doesn't it?" smilingly, and indicating the 
line where the signature is to go. 

These little things may seem small and 
unimportant to many, but they are used by 
the best salesmen in the world and are the 
result of long study and thought in the 
applying of the theory of mental suggestion 
to business affairs. 

To try them is to prove their value. 

The Second Hand Car Problem 

The second-hand car problem is not such 
a problem as some dealers would make it 
appear. There is in fact no problem at all 
in the disposal of used cars if they are 
bought at the right price. The difficulty 
arises from the fact that in their anxiety 
to make the sale of a new car, or because 
of inability to thoroughly sell the new car, 
the buyer's used car is accepted at a higher 
price than it is worth. 

That, in a nutshell, tells the whole story. 
There is hardly any commodity that is abso- 
lutely unsalable. Every commodity is 
unsalable above a certain price. Every used 
car in existence is worth something. That 
is where the dealer's ability is shown. That, 
and his ability also to convince the pros- 
pect that the new car in which he is inter- 
ested is one he should have. 

Available statistics indicate that between 
70 and 75 per cent of all the prospective 
buyers of cars selling at over $1,200 are 
already owners of a car which they seek 
to turn in. This makes the prospective 
buyer really a salesman. His effort is being 
expended in selling his old car. In a great 
percentage of cases the men who have cars 
to sell are more capable as salesmen than 
are the men who have the new cars to sell. 
The buyer always has an advantage. This 
again strengthens your prospect's viewpoint. 

The dealer or his salesman is interested 
not in the purchase of a used car, but in the 
sale of a new car while the prospect is 
interested primarily in disposing of an old 
car which will enable him to purchase a 
new car. As the prospect figures it he 
decides that he has a certain amount of 
money to put into a new automobile. In 
reality he does not figure the value of his 
old car further than to subtract the amount 
from the list price of the new car and thus 
determine how much cash he has to put up. 

Unless the dealer and his salesmen have 
a pretty fair idea o"f the selling value of the 
used car they make a serious problem of 
this proposition. If they can estimate pretty 
closely how much can be realized on the 
used car and will not make an allowance 
greater than the market warrants after the 
car is put in shape for resale, then there 
is no problem. 

A great many salesmen are paid on com- 
mission. In their anxiety to make a sale 
they become not the salesman of their 
employer but a salesman for their prospect 
in that they urge their employer to buy 
the prospect's used car so that the prospect 
will buy a new car. That is what aggravates 
the used car situation. 

(To be continued) 

he time to take tarts 
s when they're 

T h ; 

passin' " said a small boy. 

(The next ninety days is tart-passin* time 
for the motor-car dealer. Get yours !"i 

Digitized by 



Selling Hudson Sixes by Wireless 

/ZfS EATTLE has discovered a new stunt in the motor-car 
\&/ business. 

*^S ip^ enterprising Hudson distributor in that ambitious 
city— the Pacific Car Company, presided over by Robert Atkinson, 
Manager — has just sold two Sixes by wireless. 

Whereupon the captain invoked the aid of the wireless, and 
across the leagues of blue Pacific, they snapped a message to 
the effect that two Six-40's should be waiting for them at the 
Smith's Cove dock when the big steamship arrived in Seattle. 

And here we have the picture of the big boat — likewise Cap- 
tain Garlick and daughter in a Six-40 Phaeton — likewise Mr. W. 

The steamship Minnesota — that hugest of all American 
freighters — was many hundreds of miles out on the Pacific, when 
her commander, Captain Thomas W. Garlick, and his friend, Mr. 
W. C. Ruckman, of Seattle, concluded that life for them was not 
worth living unless they each could number among their portable 
property a Hudson Six. 

C. Ruckman in a Six-40 Roadster. Mr. Ruckman has owned 
thirteen motor-cars. And he declares his fourteenth car, the 
Six-40 Roadster, gives him more pride and pleasure than even 
cars that cost him $5,000. 

'Vast heaving! Belay there! Who has another story as good 
as this one? 


The Sturm Motor Car 
Company of Tulsa, Okla.. 
sent us a nice order for nickel 
F>lated triangles for radiator 
caps. The more the merrier. 
All Hudson cars should show 
the triangle on the radiator 

Charles Kingsley is now a 
member of the sales force of 
the Henley-Kimball Company 
at Boston, distributors. Mr. 
Kingsley has been associated 
with the Locomobile for the 
past 12 years. 

Welcome ! 

-Another new dealer in a 
foreign land — Angel A. Diez, 
Salamanca, Cuba — has just 
signed a contract to dis- 
tribute Hudsons to the seek- 
ers after pleasure and com- 
fort in that progressive ter- 

We have an order from P. 
T. Legare, Ltd., of Quebec, 
for a supply of binders for 
Hudson Owners' Bulletins. 
They intend to present one of 
these binders, with all num- 
bers of the Bulletins issued 
to date this year, to every 
buyer of a Hudson car. 

Wm. A. Hoch and A. Wool- 
ner, of Berlin, Ontario, called 
recently at the factory with 
a letter of introduction from 

Herbert W. Hambrecht. Hud- 
son dealer at that point. The 
trip from Berlin to Detroit 
was made in their Hudson 
car. In spite of extremely 
bad road conditions, excel- 
lent time was made. It was 
not found necessary to lift 
the hood over the engine 
during the entire trip. And 
not the slightest mechanical 
trouble developed. 

The Welbon Motor Car 
Company, of Cincinnati, use 
a unique method of adver- 
tising in the shape of a mail- 
ing card sent out to car own- 
ers at the time of the year 
when new licenses are to be 
secured. Owners are invited 
to call at the showrooms of 
the company and leave ap- 
plication for their tags. These 
the Welbon Company agrees 
to procure for them. This 
saves the owners much 
trouble. And incidentally is 
an excellent advertisement 
for Welbon. 

Salesman R. A. Livezey, of 
Texas and around there, 
writes that when he first 
struck those parts on Sep- 
tember 30th last, there were 
but five Hudson owners in 
Calcasian Parish. On the 
same date this year there 
will be 20 owners in that 
parish. This is a good in- 

dication of the way in which 
the Hudson is capturing the 
entire country. 

Through the courtesy of C. 
H. Kettenring, of Defiance, 
Ohio, enthusiastic owner of a 
Hudson 54 Sedan, Governor 
Cox and Congressman Ams- 
berry, of Ohio, recently en- 
joyed the smoothness and de- 
light of a ride in a Hudson 
Six. The Ohio governor said 
he "had never stepped into a 
more beautiful or luxurious 
car." This information 
reaches the Triangle by the 
kindness of the Gamble Mo- 
tor Car Company, Hudson 
distributors at Toledo. 

C. C. Winningham, writing 
from Nashville, Tennessee, 
says there are more Hudson 
Sixes in Nashville than all 
other sixes combined. 

In a letter from C. L. Boss : 
"It looks as if we would be 
snowed under with orders be- 
fore April." (Later: He is.) 

From Shreveport, La.. Dis- 
trict Manager Dean writes 
that this is to be a banner 
year for the Wray- Dickinson 
Company in the sale of Hud- 
sons. Prospects never looked 

W r ith your kind permission, ladies and gentle- 
men, we will now endeavor to present our cele- 
brated one-act thriller entitled : "Gomery and 
Schwartz, of Philadelphia, as Potash and Perl- 
mutter, sympathizing with each other over their 
record-breaking business for the past year." 



Don't worry about getting them. 
Well look after that. 

Digitized by 




... - 


. .. 






li 'Wl'sisiiiiij Itiisii 




Boost Bronze Bushings. 

Few salesnu n know the significance that 
attaches to bronze bushings, as employed in 
Hudson cars. It will be found valuable to 
state that the rea- 
son the F. 1. A. T.. 
Isotta, Renault and 
other high-grade 
foreign cars are in 
service year after 
year is largely due 
to the fact that the 
original centers and 
main structure of 
the bearings cannot 
become worn. Every 
spring-eye. steering 
connection and 
other moving part 
of these cars, wherr 
anti-friction bear 
ings are not em 
ployed, has the pro- 
tection of a bronze 

Like these high- 
grade foreign cars 
and unlike the 

cheaper American machines, the Hudson uses 
bronze bushings. Thus the main structure is 
absolutely protected against ordinary wear 
and tear. This is bound to come in cars not 
so protected. To overhaul the Hudson, it is 
only necessary to take out a few bushings, re- 
newals for which can be obtained practically 
anywhere. On other cars, expensive parts 
must be replaced entirely. The idea is not to 
make the statement that other cars do not 
use bronze bushings, but to put it in a posi- 
tive way that the Hudson is on a par with the 
high-grade foreign ears in this respect. I 
have found that this is a most excellent clos- 
ing argument, particularly where the prospect 
is so located that he can be shown spindles, 
bushings, etc. 

R. C. Lewis 

Louis Geyler Co. . 

Chicago. 111. 

Courtesy and Confidence. ] 

Get the prospect to talk as much as possi- 
ble. He may tell you something that he does 
not like about your machine or something 
that somebody has 
told him about it. 
That gives you an 
opening to show 
him where we are 
right. Yet do not 
knock the other 
maker and do not 
argue with the man. 
Be most courteous 
in all your state- 
ments. I believe it 
pays to take the best 
possible care of 
customers, who are 
owners of cars. 
Should their cars 
be laid up for any 
reason, lend them 
another car. This 
all gets them to 
have a feeling of 
confidence in the 
dealer and in the 

salesman. I go out of my way at all times 
to assist Hudson owners who are in difficulty 
for any reason whatever. In most cases, this 
is not due at all to the fault of the car, but 
to some negligence of the owner or some 
natural condition that could not be antici- 
pated. Owners have a helpless feeling when 
they find their car will not run, and in a 
great many cases, have learned to depend 
upon the dealer's service and are unable to 
locate the difficulties themselves. A little 
courtesy and attention at such a time is 
worth very much to a dealer and salesman. 
My rule then is to first get the confidence. of 
the customer before you sell him, and then 
to keep that confidence after you sell him. 

A. J. Wills 

Common Street Garage, 

Lawrence. Mass. 

The Right-Priced Car. 

A motor car may be cheap without being 
low-priced and it may be low-priced without 
being cheap. The whole argument hinges 
on the relation of 
efficiency to cost. 
There are plenty of 
cheap cars on the 
market that are not 
low-priced. Poor 
financial condition 
or organization of 
the manufacturers 
is responsible for 
many high-priced 
cars. They are 
obliged to cover in- 
terest on invest- 
ment, bond issues, 
loans, etc. A com- 
pany paying these 
big overhead charg- 
es is unable to com- 
pete with manufac- 
turers who are not 
so burdened. Also 
a car may be low- 
priced without be- 
ing "cheap," as above stated. Some of the 
reasons Hudson cars are in this class is that 
there is no interest to pay on bonded indebt- 
edness, there are no non-productive stock- 
holders. The organization and output is on a 
large scale. The officials are on the job the 
year around. The stockholders are satisfied 
with a fair rate of interest. The list price of 
Hudson cars is in just relation to their cost 
of production. If a prospect knows the dif- 
ference between prices and values, he will 
understand why the Hudson car can invite 
comparison with others. We give greater 
proportionate efficiency to cost and make the 
first cost nearer the last cost than others do. 
It is one thing to make claims, and another 
thing to prove them. We appeal to the judg- 
ment of prospects by facts, not claims. 

O. Bemensnyder 
Saginaw-Hudson Sales 
Saginaw, Mich. 



An Old Salesman Says: — 

The important thing with a new prospect is to get 
your viewpoint right. 

Find out Why, When and How the prospect wants a 

Why, will determine your line of argument. When, 
will post you on method of selling and on your ability to 
close quickly. How, will show you the financial problem 
and develop the matter of the old car (if any). 

On these three pegs hangs the fabric of the whole 


Don't fire your selling shots at random. 

See your target before you shoot. Only the shots 
count that hit. In other words, don't waste time and 
breath on things where the prospect already is sold. 

Delays are dangerous. Quick sales are easiest sales. 
Plat your selling chart only with straight lines. They 
are shortest. 

Get the right viewpoint. Don't waste time on things 
the prospect already admits. Go straight to the vital 


Push Service and Reputation. Cultivate Hudson Owners. 

Old man Philip Armour, than whom there 
was no smarter, said. "Anybody can cut 
prices, but it takes brains to make a better 

The hardware 
house of Simmo: 
prospers today u: 
der, "The recolle 
tion of quality r 
mains long aft 
the price is fo 

No fault can 1 
found with tl 
c v e a t o r of o 

No motor c 
can boast of bett 
antecedents t h a 

Our lineage 

Our ancestry 
above reproach. 

No successful Wayne Hcarne 

H U d s o n salesman sales Mngr. The Hudson Co.. 
can possibly find it San Antonio. Texas, 

within his province 

to say more than the truth In presenting his 
reasons why the prospect should buy. Sale 
consummation is nothing more than conver- 
sion to your way of thinking, providing you. 
yourself, are sincere. 

If you will completely acquaint yourself 
with the facts pertaining to Hudson motor 
cars. If you will investigate their past and 
present history, their performances and their 
satisfactions, you cannot help but be SOLD 
yourself. Then all on earth you have to do is 
pass the "buck" to the other fellow — the 

One of the most effective arguments I use 
is to remind my prospect that the automobile 
industry is an entirely new one, that there 
are several points 
about the purchase 
of a car that may 
not have occurred 
to him. that buying 
an automobile dif- 
fers from buying a 
horse, buggy or 
wagon, due to the 
fact that in the case 
of the horse and 
vehicle, the matter 
is closed when the 
article is bought. 
With a motor car, 
the owner's busi- 
ness relations with 
the dealer are just 
beginning. The 
dealer and the fac- 
tory back of the 
owner, can make 
his car either an 
economical pleasure 

or an expensive annoyance. This gives the 
opening for pushing the reputation of the 
Hudson Motor Car Company, its liberal 
guarantee and the service that it gives to 
owners. I bear down on the fact that we 
have been established long enough, not only 
to realize the necessity of caring for our 
patrons, but have learned how to care for 
them in a competent manner. The opening 
that this manner of approach gives is so 
broad, that it allows a full discussion of the 
subject, and by introducing it in this way. it 
holds the prospect's interests. T have used 
this idea so frequently, that I know it to be 

W. F. Stockell 

Imperial Motor Car Co., 

Nashville. Tenn. 

I make two points in this short article. One 
is to so cultivate and promote the friendship 
and acquaintance of our Hudson owners that 
we can always rely 
upon a boost from 
them even when 
called upon unex- 
pectedly. The other 
point is that we 
must get the order 
now. and not give 
our competitors an- 
other chance. When 
yfc> ur prospect 
claims that some 
other car. in which 
he is interested, is 
a better car than 
the Hudson endeav- 
or to sret him to ad- 
mit that the Hud- 
son bears a reputa- 
tion at least as good Homer E Magsey 
as the car he has Hudson- Jones Automobile Co.. 
in mind. Admit. Des Moines, 
yourself, if neces- 
sary, that the car 

he speaks of Is a good car. Having obtained 
his admission that the Hudson is just as 
good, it is then a question of proving to him 
that the six-cylinder car Is the wisest choice. 
A good demonstration will usually convince 
him. At this stage of the game, we have 
probably reached the point where the pros- 
pect is just wavering. Here reference to a 
good enthusiastic Hudson owner, who is per- 
sonally acquainted with the prospect, will 
turn the scales. A telephone message to the 
owner mentioned, asking his opinion, has 
worked out frequently, in my case, so that I 
secured another occupant for the dotted line. 

Digitized by 












The Customer! 

The Biggest Man in the Hudson Organization 

>P^ATS OFF to His Majesty, "THE CUSTOMER!" 
| 1 The man who buys, owns and drives a Hudson 

From president to porter we are here to serve 
him. His wish is law. He holds our future in the 
hollow of his hand. He is the biggest man in the 
Hudson organization. 

But not only is he KING, he also is the hardest 
working Hudson man of us all. It is to him we owe 
our business — YOU owe YOUR business. To him, 
as well, is due the loss of sales, if we lose them. 

At his nod the public flocks to buy the Hudson. 
At the shake of his head they turn to other cars. 

We build up a great organization; we spend fortunes in 
national and local advertising; the dealer co-operates by send- 
ing out the keenest, cleverest salesmen he can find, who in 
turn work every brain cell in spreading the story of the Hud- 
son Six. Yet all